The posting
Exabeam is a global leader in intelligence-driven and automated cybersecurity solutions that power modern security operations. As a pioneer in threat detection, investigation, and response (TDIR), Exabeam helps organizations proactively manage and mitigate cyber risk. Learn more at www.exabeam.com.
Exabeam: Stop Insider Threats. Human or AI.
About the Role:
We are looking for an experienced Senior Sales Engineer who combines strong cybersecurity knowledge with commercial awareness, strategic thinking, and a passion for solving complex security challenges.
The ideal candidate understands how security operations work, which data sources are important for effective threat detection, and how security telemetry, identity, behavioral analytics, and contextual information contribute to identifying threats.
Beyond demonstrating technology, you will help customers understand their security challenges, uncover business and technical pain points, and translate them into effective solutions and measurable business outcomes.
You will act as a trusted technical advisor to enterprise customers, a strategic partner to sales leadership, and a technical mentor within the Sales Engineering organization.
Responsibilities:
- Partner with Sales Executives throughout the entire sales cycle, including discovery, technical presentations, demonstrations, POCs, solution scoping, and RFPs.
- Conduct technical and business discovery to uncover customer pain, identify business drivers, and align proposed solutions with customer priorities.
- Assess customer environments, security requirements, technical evaluation criteria, and business objectives to develop effective solution strategies.
- Provide guidance on security architecture, integration, deployment planning, and threat detection capabilities.
- Identify gaps in security telemetry, detection coverage, data quality, and contextual information, and recommend practical improvements.
- Advise customers on prioritizing critical security data sources and understanding their contribution to behavioral analytics, threat detection, and investigation.
- Translate technical capabilities into compelling business value, competitive differentiation, and measurable security outcomes.
- Collaborate with Product Management, Engineering, and partners to address customer needs, influence product direction, and support technical enablement.
Requirements – Must Have:
- Significant experience in customer-facing technical roles within cybersecurity, preferably including enterprise presales.
- Understanding of Security Operations, threat detection, and incident response, including the role of security telemetry from identity, authentication, endpoint, network, and cloud environments.
- Strong analytical and problem-solving skills, with the ability to assess complex customer environments and translate requirements into practical solutions.
- Strong discovery and consultative selling skills, with the ability to uncover customer pain, understand business drivers, and connect technical solutions to business outcomes.
- Experience navigating complex enterprise sales cycles, identifying key stakeholders and decision-makers, and building relationships with potential technical champions.
- Excellent communication and presentation skills, with the ability to engage and influence both technical and executive audiences.
- Strategic thinking, intellectual curiosity, commercial awareness, and the ability to work independently.
- Fluent English and willingness to travel as required.
Nice to Have:
- Hands-on experience with SIEM, UEBA, or Threat Detection, Investigation, and Response (TDIR) platforms such as Exabeam, Splunk, Microsoft Sentinel, Google Security Operations, or QRadar.
- Practical background in SOC operations, detection engineering, threat hunting, or security incident investigations.
- Experience with behavioral analytics, entity correlation, risk scoring, contextual enrichment, or MITRE ATT&CK.
- Experience designing security data onboarding strategies, including evaluating telemetry coverage, data quality, detection value, and ingestion costs.
- Familiarity with structured enterprise sales methodologies such as MEDDPICC, including pain identification, stakeholder mapping, champion development, and decision processes.
- Knowledge of AI-driven security analytics, security automation, and emerging cyber threats.
What Sets You Apart:
An exceptional Senior Sales Engineer goes beyond understanding product capabilities.
You understand why certain security data sources are essential, how security information contributes to detecting threats, and what limitations arise when critical telemetry or context is missing.
You are equally comfortable discussing security architectures with technical specialists and business challenges with executive stakeholders.
You know how to ask the right questions, uncover problems customers may not have fully recognized, and develop trusted relationships that influence technical and business decisions.
You challenge assumptions, remain curious about emerging technologies, and help colleagues grow through knowledge sharing and technical leadership.
We are not simply looking for someone who can demonstrate a security product. We are looking for someone who understands the underlying security challenges, can influence customer strategy, and translates technical expertise into meaningful business value.
Bring your Whole Self to Work!
Diversity, equity, and inclusion are at the core of who we are. At Exabeam, we know that diverse perspectives spark innovation, improve creativity, and position our team for success. Creating a culture where all are welcomed, valued, and empowered to achieve their full potential is important to who we are today and in the future. We hire the best of the best and do not discriminate based on race, gender, age, religion, sexual orientation, identity, or other personal factors.
Exabeam is proud to be an equal opportunity employer. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, genetic information, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or Veteran status.
