Mid-Enterprise Sales Engineer
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Job Description
Mid-Market Sales Engineer at Horizon3.ai collaborating with AEs to deliver cybersecurity solutions. Engaging with clients to enhance their security posture through NodeZero platform.
Responsibilities:
- Be a trusted technical partner in Mid-Market deals
- Work alongside AEs to support discovery, solution positioning, and technical validation across mid-sized organizations with diverse environments.
- Lead discovery and technical qualification
- Meet with prospective customers to understand their infrastructure, security maturity, compliance requirements, and risk priorities.
- Deliver tailored demos and PoVs
- Run compelling, outcome-driven demos and proof-of-value engagements that clearly connect NodeZero’s capabilities to customer risk reduction and business impact.
- Maintain continuity through the customer lifecycle
- Stay connected with key accounts to track evolving needs, ensure continued value realization, and surface expansion opportunities where it makes sense to.
- Translate technical depth into business value
- Help customers understand not just how the platform works, but why it matters—framing results in terms of exposure reduction, compliance alignment, and operational efficiency.
- Own technical deal strategy
- Navigate objections, competitive positioning, and technical concerns throughout the sales cycle.
- Collaborate cross-functionally
- Partner with Product, Engineering, Customer Success, and Product Marketing to ensure field feedback informs roadmap and positioning.
- Support enablement and knowledge sharing
- Contribute to internal knowledge sharing and continuously refine demo flows, technical assets, and playbooks for the Mid-Market segment.
- Own post-close technical continuity
- Stay engaged after the deal closes to ensure a smooth technical handoff, reinforce initial value, and maintain executive and practitioner alignment—remaining attentive to adoption, impact, and expansion signals
Requirements:
- 5+ years of experience as a Sales Engineer or Solutions Architect, ideally in cybersecurity or infrastructure
- Experience working Mid-Market accounts with a mix of technical depth and executive interaction
- Strong understanding of cybersecurity fundamentals (threat landscape, vulnerability management, identity, cloud, AD, etc.)
- Ability to simplify complex technical concepts for both practitioners and executives
- Experience running structured PoVs and managing technical validation cycles
- Strong collaboration skills and comfort operating in a fast-paced, high-growth environment
- Bachelor’s degree in Computer Science, IT, Cybersecurity, or related field (or equivalent experience)
Benefits:
- equity package in the form of stock options
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