Sales Engineer

Sales Engineer About Mimecast The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected. Overview Sales Engineering is looking for a Sales Engineer to own the technical path to close across our SMB and Midmarket customer accounts. Partnering with Account Executives and Account Managers, you will lead discovery, deliver compelling demonstrations, manage proof-of-value engagements, and drive the technical win. Reporting to the US Sr. Sales Engineering Manager, this is a customer-facing role from day one—not one built around lab environments in isolation—with the support of an experienced Sales Engineering leader invested in your development. You will combine technical depth, communication skills, and commercial instincts to understand customer challenges, align our solutions to meaningful outcomes, and help move opportunities across the line. What You'll Do Own the technical conversation throughout the sales cycle, from initial discovery through proof of value and technical close Deliver clear, compelling presentations and demonstrations to IT leaders, security teams, and business stakeholders Partner closely with Account Executives and Account Managers to shape deal strategy, qualify opportunities, position value, and align solutions to customer outcomes Lead technical discovery that goes beyond a feature checklist to understand each customer's environment, pain points, priorities, and definition of success Manage proof-of-value engagements against clear success criteria and maintain timely, accurate opportunity and POV notes in Salesforce Support RFP, RFI, and tender responses with technical accuracy and commercial awareness Coordinate technical handovers to delivery and customer success teams to protect the customer experience Act as a customer advocate with internal Mimecast stakeholders, ensuring feedback is documented, reviewed, and represented Support channel partners through joint selling, demonstrations, technical enablement sessions, and partner-facing content Contribute to field marketing activities, including webinars, events, customer or partner meetings, and thought leadership What You'll Bring Proven experience as a Sales Engineer, Solutions Engineer, or in a similar customer-facing technical role, preferably with a cybersecurity vendor and supporting SMB or Midmarket customers Confident communication and executive presence, with the ability to read the room, adapt your message, hold attention, and explain complex ideas in plain language Strong commercial instincts and an understanding of what moves a deal forward, including experience qualifying opportunities, positioning value, and helping build a compelling business case Exposure to structured sales methodologies such as MEDDPICC, Sandler, Challenger, or similar approaches Hands-on technical knowledge in one or more cybersecurity domains, such as email security, insider risk and data loss prevention, security awareness, endpoint protection, or identity and access management Familiarity with SaaS platforms and cloud-delivered security solutions; experience with threat intelligence or security analytics solutions such as LogRhythm, Splunk, Rapid7, or Microsoft Azure Sentinel is a plus Experience working with channel partners through joint demonstrations, partner enablement, or technical capability-building Strong presentation, demonstration, and written communication skills, paired with curiosity, a desire to learn, and a competitive spirit Familiarity with AI tools, such as Claude, to support day-to-day work Willingness to travel based on business needs, including marketing events and customer, prospect, or partner meetings; relevant industry certifications such as CompTIA Security+, CISSP, vendor-specific credentials, or equivalent are a plus The on-target earnings (OTE) range for this position is 112,000 - 168,000 USD (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly. Belonging at Mimecast Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course. We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups. We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application. If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing [email protected]. Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.