Sales Engineer, Mid Market UKI

About the Role

Abnormal AI is seeking a Mid-Market Sales Engineer to join our growing Mid-Market Sales Engineering team, with a focus on supporting customers across the UK & Nordics region. Based in the UK, this role will work closely with our Mid-Market Account Executives to showcase the value of Abnormal’s Behavioral AI platform.

As a Mid-Market Sales Engineer, you’ll serve as the trusted technical advisor throughout the sales cycle, crafting compelling business cases, delivering impactful product demonstrations, and helping customers overcome their email security challenges. In close partnership with Account Executives, you’ll lead both in-person and virtual demos, clearly articulate the technical and business value of Abnormal AI solutions, and guide customers to successful Proof of Value (POV) outcomes.

The ideal candidate for the role will have the following skill set: 

• Ability to tie technology to business outcomes and drive value
• Ability to influence your audience in both virtual and in person formats
• High emotional intelligence; ability to read the room, engage people, be empathetic, listen and respond effectively
• Ability to create value driven presentations and tell the story behind them (Powerpoint, Google Slides)
• Strong discovery skills; able to uncover customer pain points, requirements, and objectives

What you will do 

• Serve as the technical sales lead throughout the pre-sales cycle, including owning Proof of Value (POV) results and driving their success, co-leading customer relationships with Mid-Market Account Executives, and delivering technical demos
• Provide technical pre-sales support for Mid-Market Account Executives
• Assist Mid-Market Account Executives in developing and implementing sales objectives and account-based penetration strategies
• Conduct technical and competitive landscape research to effectively address customer questions
• Serve as a technical resource for pre-sales and platform diligence, including supporting prospect security reviews, and answering technical questionnaires as required
• Educate prospects and partners on Abnormal AI products, platform, and offerings
• Obsessively drive customer satisfaction

Must Haves

• 2+ years experience in sales engineering or related technical field
• Excellent technical presentation and communication skills, both verbal and written
• Ability to see and present “the big picture”, uncover business challenges, and architect solutions that address customer needs
• Ability to work independently in a high-velocity, dynamic environment
• Positive attitude, strong customer focus, and sense of ownership over customer outcomes
• Technical background in messaging and Internet security principles (a plus)
• Understanding of internet protocols (HTTP, SMTP, DNS, etc.) (a plus)
• Security+, SSCP, CISSP, CEH or other relevant security certifications (a plus)

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