Cybersecurity Technical Sales Engineer

GlassHouse Systems (GHS) is an enterprise systems and managed services solutions provider that develops, designs, and deploys solutions for leading enterprises in Canada and the US. For almost 30 years, GHS has delivered an enterprise level of service and support to clients. Recognized with industry-leading awards each year, GHS translates this differentiation into positive client experiences.

As a Senior Cybersecurity Pre-Sales Technical Engineer, you will be responsible for pre-sales support for MSS and security consulting opportunities in support of sales and account plans to achieve and exceed defined targets. This is a hybrid position from our Toronto office.

Responsibilities

1. Own and positively develop the relationships with key technical decision makers and influencers within the target customers.
2. Drive new sales opportunities by proactively engaging with the technical community within target accounts.
3. Engage customers and partners, capturing requirements, proposing technical solutions, and overseeing the selection of technologies/products, scoping and estimating resources and effort needed to deliver the business value solutions to the customer successfully and achieving high levels of customer satisfaction.
4. Engage with customers as a trusted advisor, listening and understanding their challenges and requirements - both technical and business, and clearly articulate and communicate to the sales team, and document them.
5. Research and develop appropriate working solutions and value propositions, engaging with the respective solution principal and services partner (including our MSS team and professional services), to address customer requirements.
6. Scope and clearly translate defined requirements, proposed solutions, and value propositions into proposals/Statement of Work (SOW).
7. Present and articulate our value proposition to customers at all levels within the organization, both technical and business audience (including C-levels).
8. Demonstrate a strong knowledge of the solutions and services offered.
9. Proactively engage customers, both new and existing, to provide updates on the latest security trends, changes in the threat landscape, and new products and services offerings.
10. Be a trusted advisor who provides sound security advice to customers and helps them establish business cases, including TCO and ROI justification, and shape requirements.
11. Be the voice-of-customer, channeling constructive feedback from customers to provide inputs to our services team.
12. Be the solution owner, taking lead and working with cross-functional teams including professional services, product management, sales, and marketing to drive the development of market-driven solutions and services.

Requirements

1. A degree or diploma in Computer Science, Engineering, Information Systems, or related, with a focus or major in IT Security - A must.
2. Minimum 8 years hands-on experience in IT/Security including a minimum of 5 years of Cybersecurity Technical Sales experience - A must.
3. Experience working in a customer-facing role and be comfortable presenting to small to medium audiences on both technical and business-related topics - A must.
4. Must have working experience in an MSS or be familiar with the operation of a Security Operation Center (SOC).
5. Must have working technical knowledge of security technologies (across multiple domains such as Firewall, Network IPS, SIEM, DLP, Cloud Security, etc.), information security concepts, and familiarity with security products (Checkpoint, Palo Alto, Cisco, IBM, Splunk, etc.) and the security marketplace.
6. Experience in preparing technical architecture blueprints and responding to large-scale complex RFPs is highly desirable.
7. Professional security-related qualifications such as CISSP, CISM, CRISC, CISA, GIAC, or equivalent are highly desirable.
8. Working knowledge and familiarity with Security consulting services (e.g., penetration testing, PCI audit, security assessment) is highly desirable (pre-sales perspective).
9. Working knowledge and familiarity with Virtualization and Cloud technology is desirable.
10. Broad experience and understanding of regulatory frameworks and guidelines in the region is highly desirable.
11. Broad experience and understanding of industry standards, frameworks, and best practices such as ISO27001, PCI DSS, NIST, etc. is highly desirable.
12. Broad experience and understanding of security trends, threat landscape, and frameworks such as the cyber kill-chain, MITRE ATT&CK, etc.
13. Excellent oral and written communication skills.

Join a team of professionals led by a diverse set of leaders from across the industry.

GlassHouse Systems commitment:

We believe that a diverse team is the key to innovation and growth. We are an equal opportunity employer that values diversity at our company and encourages all candidates to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

GlassHouse Systems will accommodate individuals with disabilities through each stage of the recruitment process. Please advise us of any needs when your interview is booked and we will do our best to meet your needs.

Please note that all candidates have to be legally eligible to work in Canada.

Any offer of employment will be conditional upon a criminal record check.

GlassHouse Systems thanks all candidates for their interest; however, only those selected to continue in the process will be contacted.