Sales Engineer, Enterprise
At a glance
Mid-level Solutions & Sales Engineering role at Edel. Remote, United States · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Guide technical work across pre-sales, sales calls, and post-sales for SLED customers
- Explore customer environments, then connect technical requirements to business results
- Build and deliver tailored demos, while representing the company at industry events
- Partner with Account Executives on complex solutions and lead Proof of Concept deployments
- Write technical responses for RFPs, proposals, inbound questions, and project scopes
What you bring
- At least five years in cybersecurity, with substantial work involving ICS and OT environments
- At least five years in customer-facing pre-sales engineering or technical consulting
- Working knowledge of industrial protocols, DCS, SCADA, OSI and Purdue models, TCP/IP, Linux CLI, and cloud infrastructure
- Hands-on packet analysis using Wireshark or Tshark, plus experience handling security logs and telemetry
- A track record supporting SLED accounts and understanding public-sector procurement, compliance, and government RFPs
Who this fits
This role suits a customer-facing technical professional who can explain complex systems to executive stakeholders and work closely with sales partners. You should be comfortable with ICS/OT architectures, cybersecurity operations, demos, and proof-of-concept troubleshooting. Regular client and partner travel is required, reaching up to seventy percent.
From the employer
We are looking for a Systems Engineer, SLED with experience in cyber security and ICS/OT technologies to work closely with our District Sales teams supporting Fortinet’s SLED business unit. The Systems Engineer's main mission will be to support the sales organization in all technical matters regarding pre-sales, sales calls, and post-sales.
Responsibilities:
- Own the Technical Relationship: Dive deep into customer environments to bridge the gap between technical needs and business outcomes.
- Consultative Approach: Empower clients with expert-level recommendations and best-practice guidance.
- Custom Demos: Craft and present high-impact product demos that tell a compelling story for every prospect.
- Event Support: Be the technical face of the company at key industry events and trade shows.
- Sales Partnership: Collaborate with Account Executives to design winning solutions for complex client needs.
- PoC Mastery: Drive successful Proof of Concept deployments, managing everything from initial setup to final troubleshooting.
- RFP Leadership: Deliver precise, technical content for inbound queries, proposals, and project scopes.
Industry & Sector Expertise
- SLED Market Mastery: Proven track record supporting State, Local, and Education (SLED) accounts, with a deep understanding of public sector procurement cycles, regulatory compliance, and government-specific RFP processes.
- Sector Tenure: Minimum of 5 years of professional experience within the Cybersecurity industry with heavy emphasis in ICS/OT environments.
- Functional Experience: At least 5 years in a customer-facing Pre-Sales Engineering or technical consulting capacity.
Technical & Architectural Proficiency
- Industrial Cybersecurity: Practical familiarity with ICS/OT environments, including industrial protocols, Distributed Control Systems (DCS), and SCADA architectures.
- Network & Security Fundamentals: Strong command of networking and systems architecture, including the OSI and Purdue models, TCP/IP, and Linux CLI environments.
- Threat Analysis & Monitoring: Hands-on experience with packet analysis (Wireshark/Tshark) and managing log/telemetry data in support of customer security operations.
- Cloud & Virtualization: Proficiency in deploying and managing solutions within cloud and virtualized infrastructures.
Professional Skills & Mobility
- Communication & Presence: Exceptional presentation skills with the ability to translate complex technical concepts into business value for executive-level stakeholders.
- Commercial Acumen: Strong negotiation and relationship-building skills to drive technical win strategies alongside sales partners.
- Mobility: Ability and willingness to travel regularly (up to 70%) to engage with clients and partners on-site.
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