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Sales Engineer (Solutions Architect), Northeast
Synack
IT, Sales & Business Development
United States · United States · Remote
Posted on Sep 18, 2024
Synack’s Penetration Testing as a Service platform manages customers’ attack surfaces by discovering new assets, pentesting for critical vulnerabilities and gaining visibility into the root causes of security risks. We are committed to making the world more secure by harnessing a talented, vetted community of security researchers to deliver continuous penetration testing and vulnerability management, with actionable results. Synack's PTaaS platform has uncovered more than 71,000 exploitable vulnerabilities to date, protecting a growing list of Global 2000 customers and U.S. agencies in a FedRAMP Moderate Authorized environment. For more information, please visit www.synack.com.
As the Solutions Architect responsible for Northeast pre sales support and industry thought leadership. You will partner with Synack Account Executives and Customer Success Leaders to drive acquisition of new logos and growth in existing accounts as part of the East team. You will also partner with the VP of North America and the East marketing team to drive industry thought leadership activities, participate in paid and earned media for brand awareness
The ideal candidate for this role is innovative, energetic, and creative as well as a strong writer and industry leader/SME thinker who knows how to distill research for executives, sales teams, technologists, and marketers. The East team is looking for an enthusiastic and positive attitude and demonstrated flexibility -- and agility -- to thrive within a startup environment.
Sounds interesting? Keep reading...
You apply your technical knowledge of the security testing field and your product expertise to build appropriate solutions for prospects and expansion plans for existing clients. You have experience navigating complex accounts to understand explicit needs and align solutions that meet customer objectives. You enable winning proposals, contract bids, statements of work, and RFI/RFP responses.
Here’s what you'll do
- Deliver comprehensive technical validation and planning, including:
- Understanding the digital attack surface and value at risk
- Performing hands on black and gray box surveys of applications and networks
- Documenting and reporting survey findings with customers and internal stakeholders
- Understanding the customers existing vulnerability and security testing programs, tools and methods, including Enterprise Risk Management (ERM) requirements and goals
- Leverage your findings to create technical proposals and position successful account strategies that align with customer goals
- Support the Synack business through executive level planning and execution of key account development and clear understanding of the customer mission, directives and challenges
- Build & develop consultative relationships and support the alignment of the Synack field team to prospective and existing customer needs and objectives
- Craft and solution offerings to meet near and long term testing objectives with strong business acumen
- Partner with internal stakeholders to develop and execute key account development plans
- Educate and enable customers through an understanding of their testing options, outside of traditional support models
- Support Executive Business Reviews with customers to provide technical validation for recurring revenue and drive new business
- Support account strategy development and contribute to and leverage a team in execution
- Use cybersecurity industry experience and knowledge to contribute to and influence marketing materials, pricing strategies, feature needs, license models, etc.
- Participate at key events, conferences, and industry meetings (webinars, forums, trade shows, presentations)
- Proactively highlight industry publication, competitor actions, and market developments; Collaborate cross-functionally to continuously evolve Synack’s positioning and go-to-market strategy
- Consistently demonstrate strong product knowledge and deliver the Synack value proposition through customer conversations
Here’s what you’ll need
- 4+ years of proven experience with technical sales, Commercial
- Strong, hands-on technical background with a consultative approach
- Excellent business writing and presentation skills
- Ability to articulate issues and concerns to executives and product teams
- Knowledge of penetration testing methodologies, tools, and common requirements
- Experience with vulnerability management, risk management frameworks and associated business workflows
- Knowledge of cyber security requirements for large enterprise environments and how to leverage partners to amplify a value proposition
- Understanding of a SaaS business model with demonstrated experience driving deals from top of funnel through deal execution
- Relevant industry certifications a plus (e.g. Network+, Security+, CISA, CEH, CISSP)
- Compliance and audit familiarity a plus (SRG, STIG, NIST, PCI)
Ready to join us?
Synack is committed to embracing diversity. Our people are our strength. Each addition to our team is an opportunity to grow and diversify our ideas, experiences, and viewpoints. We strive to be inclusive of Race, Ethnicity, Religion, Sex, LGBTQ+, Veterans, Disabilities, and Age. Synack welcomes you!
As a candidate, Synack cares about your privacy. Please view our candidate privacy policy here.
This position has responsibility to ensure Synack’s security and privacy posture is maintained.
$200,000 - $240,000 a year.
The range listed represents a reasonable estimate of the on target earnings for this role based on national salary averages. Salary offered to a successful candidate is determined by a combination of factors including location, level, relevant experience, role related education and skills. The compensation package for this position may also include equity and benefits.
For more details about our benefits, please see here. Then for the Employer code, enter: synack