Sales Engineer Middle East (Remote)

Kiteworks’ mission is to empower organizations to effectively manage risk in every send, share, receive, and save of sensitive content. To this end, we created a platform that delivers content governance, compliance, and protection to customers. The platform unifies, tracks, controls, and secures sensitive content moving within, into, and out of their organization, significantly improving risk management and ensuring regulatory compliance on all sensitive content communication.

A Kiteworks Sales Engineer is a pre-sales expert, deeply technical with great customer skills who is committed to solving prospects and customers problems and pain points using a consultative approach. When it comes to deploying enterprise software, you are the guru; this can be demonstrated by a track record of happy, referenceable customers. They appreciate your technical acumen and your diligence: no details about a customer project get by you.

As our key technical advisor and product advocate, you will actively drive and manage the sales process from technology evaluation through to Customer Success. You will engage with prospects to help them understand the solutions Kiteworks can provide an organisation.

Essential:

• Language Skills: Multilingual, fluent in both Arabic and English minimum.
• Education: Degree in Computer Science, Mathematics (or equivalent) or 4+ years of relevant experience in customer success / sales engineering (minimum 2 years sales engineering).
• Customer Skills: Exceptional customer soft skills.
• Cybersecurity Knowledge: Strong familiarity with key cybersecurity concepts (WAF, IPS, IDS, firewalls, proxies, encryption, system hardening as a minimum).
• Information Security Knowledge: Strong familiarity with key information security concepts (e.g., phishing, social engineering, etc.).
• Communication Skills: Strong verbal, written, and organizational skills with an ability to interact favorably with customers. Must be personable and possess a high level of personal integrity.
• Initiative: Independent, self-starter who takes responsibility for the results of their Sales Pod and can think outside the box to provide custom solutions when needed.

Highly Beneficial:

• Experience: Experience in selling to VP and C-level executives across multiple departments.
• Mailflow Processes: Familiarity with mailflow processes, including S/MIME & PGP encryption, MX, SPF, Exchange, etc. (DMARC/DKIM knowledge additionally beneficial).
• Networking Knowledge: Knowledge of modern networking fundamentals (e.g., network+, security+ certification, etc.), including working knowledge of CIDR networking, firewalls, OSI model, virtualization (Vmware/Hyper-V), & cloud technologies (AWS & Azure preferred).
• API Knowledge: Familiarity with APIs, HTTP, HTTPS, TCP/IP, SFTP, SMB & common operating systems (Windows, Mac OSX & basic knowledge of Linux).
• MFT Processes: Familiarity with MFT processes & automated tools (Node-red, Airflow, SFTP scripting).
• Programming Skills: A level of Python/Javascript knowledge.

• Customer Education: Educate prospective customers about the solutions the Kiteworks platform offers; present market comparisons of our competitors to demonstrate the advantage of choosing Kiteworks.
• Technical Consulting: Provide intensive pre-sales technical consulting to the sales staff and prospective Kiteworks clients, participating in online demonstrations of our product, conference calls, and onsite visits.
• Sales Process: Drive the pre-sales process with a goal of closing business and increasing the dollar value of the PO through a consultative and collaborative approach with the prospect, including driving POV/POC projects. Document success criteria and ensure all business requirements are met using the application.
• Proposal Support: Consult with the Regional Sales Manager during the proposal process to ensure that all technical information and recommendations address customer requirements.
• Support: Support Account Management, Marketing, Customer Success, and customers to ensure newly released features are understood & how they might increase the value of existing installations.
• Market Feedback: Document market feedback and collaborate with Product Management to ensure future iterations of the Kiteworks platform fit our client’s business needs.
• RFP/RFI Responses: Provide product responses for RFPs/RFIs. Own the process from start to finish.
• Travel: Travel to customer, prospects & channel partner sites up to 50% of the time.
• Training: Participate in team training, coaching, mentoring, and other activities.
• Presentations: Presenting in webinars & in person at events.
• Escalation Management: Managing/owning escalations to support, product, or other teams to maximize the success rate of POV/POCs.
• Product Development: Maintain an active role in providing feedback to product management, participating in PM summits to help drive the strategic development of the Kiteworks technology based on customer needs.
• Willingness to Learn: Be willing, eager & ready to learn and grow!