As Sales Engineer with focus on Managed Service Providers, you are responsible for all technical aspects of supporting our sales team by determining technical requirements, matching them to Sophos solutions, making product trials and evaluations successful and generating business. You will present in front of, as well as train larger audiences. You will also be involved in technical enablement of partners by determining technical requirements, with a focus on MSPs offering a service in Central Europe and the Nordics.
Support sales to increase the company revenue using technical sales skills to convince prospects to purchase Sophos solutions by explaining complex topics to prospects
Assist technical staff from partner and customers in design and architecture of prospect solutions based on appropriate sizing and resiliency guidelines
Conduct demos, product- and company presentations - also to larger audiences - to help increasing the company revenue; support partners, sales or other audience
Query prospects to qualify sales opportunities and conduct analysis with technical staff to determine requirements and specifications of solutions
Support other departments by collecting and aggregating partner feedback and feeding e.g. into Product Management
Address partner questions and requirements and assist and manage frequent technical evaluations by working with these partners
Collect and aggregate prospect feedback, feeding into Product Management and other teams to better direct product development to meet market demand.
Lead regional distributor enablement initiatives, ensuring distributors are equipped to recruit, onboard, and support MSP partners effectively.
Collaborate closely with the with the Global MSP team to share collateral, best practices and market feedback across regions.
Provide technical and solution guidance to the EMEA MSP Sales team, supporting MSP partner development, enablement, and growth.
Strong technical expertise in Enterprise architecture components (network design, virtualization, directory services, firewalls, APIs,etc).
Strong technical expertise in Firewall and network products
Technical expertise in Endpoint products and MDR/SOC Services
Knowledge of MSP business models including technical expertise with RMM/PSA platforms and multi-tenant Management
Understanding the principles of public Cloud infrastructure Technologies
Experience in working and supporting MSP channel Partners
Strong presentation skills – ability to prepare and deliver an effective technical presentation to a technical or non-technical management audience unassisted
Ability to link product features to business Benefits and requirements · Ability to analyze competitor products and create easily to understand benefits for sales
Ability to perform needs assessment, understanding technical needs/fit, pain points and competitive threats understanding technical needs/fit, pain points andcompetitive threats
Very good German communication skills, both written and verbal – Level C1
Very good English communication skills, both written and verbal - Level C1
Strong troubleshooting skills – escalating the issue with appropriate details if required. Offer prescriptive suggestions for future prevention.
Ability to be hands-on, working directly with partners and customers, handling technical requirements and configuration issues
Ability to plant and defuse competitive landmines effectively
A full driving license is required.
Willingness to travel within Central Europe and the Nordics, occasionally international for conferences and training
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business.
More information is available at www.sophos.com.
