The posting
About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
The Senior Sales Engineer (SE) serves as the trusted technical advisor for Mid-Market customers and channel partners across Ontario and Quebec. Working closely with Account Executives, Channel Sales, Customer Success, Renewals, and Services teams, the Senior SE is responsible for driving technical sales engagements, demonstrating the value of the Sophos cybersecurity portfolio, and helping customers strengthen their security posture through strategic guidance and solution expertise.
This role requires a highly motivated and customer-focused professional who can build credibility with technical decision-makers, lead technical evaluations, and support customers through every stage of the sales cycle. The ideal candidate combines strong cybersecurity knowledge, excellent presentation skills, experience selling through partner ecosystems, and a passion for emerging technologies including AI-enabled workflows.
This position requires fluency in both English and French and the ability to travel throughout Ontario and Quebec to engage with customers, partners, and events.
What You Will Do
- Serve as the primary technical resource supporting Mid-Market sales opportunities across Ontario and Quebec.
- Partner with Account Executives and Channel Account Managers to develop and execute territory growth strategies.
- Build meaningful relationships with customer technical stakeholders, security practitioners, and business decision-makers.
- Conduct technical discovery sessions to understand customer environments, requirements, challenges, and business objectives.
- Deliver compelling product demonstrations, technical presentations, workshops, and proof-of-concept engagements.
- Act as a subject matter expert across the Sophos cybersecurity portfolio, including Managed Detection and Response (MDR), Extended Detection and Response (XDR), Endpoint Security, Network Security, Cloud Security, Incident Response, and Sophos Advisory Services including Cybersecurity Retainers, Incident Response Readiness, Penetration Testing, Vulnerability Assessments, Digital Forensics, and Strategic Security Consulting engagements.
- Clearly articulate technical and business value propositions, competitive differentiation, and security outcomes.
- Support customer retention, expansion, and cross-sell opportunities through technical reviews, health checks, threat profile discussions, and strategic security conversations.
- Partner with Customer Success and Renewals teams to increase product adoption and identify growth opportunities within existing accounts.
- Collaborate with channel partners to generate pipeline, support joint customer engagements, and deliver partner enablement activities.
- Represent Sophos at industry events, customer briefings, partner events, webinars, and regional marketing initiatives.
- Maintain accurate opportunity and activity updates within Salesforce that support sales forecasting activities as needed.
- Provide field feedback to Product Management, Marketing, and Leadership regarding customer requirements, competitive intelligence, and market trends.
- Mentor junior team members and contribute to broader Sales Engineering enablement initiatives.
- Lead consultative cybersecurity discussions with both technical practitioners and executive stakeholders, translating complex technical concepts into measurable business outcomes.
- Position cybersecurity systems, managed services, and professional/advisory services as part of a broader cyber risk reduction strategy.
What You Will Bring
- 3+ years of experience in Sales Engineering, Solutions Engineering, Technical Pre-Sales, or a similar customer-facing technical role.
- Fluency in both English and French, written and verbal.
- Experience supporting Mid-Market and commercial customer segments.
- Strong understanding of cybersecurity technologies, security operations, and industry best practices.
- Demonstrated expertise in one or more cybersecurity areas, including MDR, XDR, Endpoint Security, Firewall and Network Security, Cloud Security, Incident Response, Email Security, Vulnerability Management, Security Awareness, and Professional or Advisory Security Services.
- Ability to conduct impactful executive presentations, technical workshops, and product demonstrations.
- Strong consultative selling, discovery, and customer engagement skills.
- Experience supporting indirect sales motions through channel partners and resellers.
- Excellent communication, organization, and collaboration skills.
- Ability to work independently while thriving in a team-selling environment.
- Experience working within the cybersecurity industry.
- Relevant industry certifications such as CISSP, Security+, CySA+, CEH, Microsoft Security, AWS Security, Azure Security, or equivalent.
- Experience using Salesforce and related sales productivity tools.
- Familiarity with managed services, MDR, SOC operations, incident response services, or professional security consulting engagements.
- Established relationships within the Ontario and Quebec cybersecurity or partner ecosystem.
- Experience presenting to executive-level, security, IT operations, and risk management audiences.
- Demonstrated ability to leverage AI-powered productivity tools and technologies to drive customer outcomes, improve technical workflows, and enhance sales effectiveness.
- Familiarity with crafting effective AI prompts and leveraging generative AI platforms to support research, automation, content creation, troubleshooting, and cybersecurity workflows.
- Experience evaluating, deploying, or utilizing locally hosted, self-hosted, or private AI models to address security, privacy, compliance, or operational use cases.
- Ability to articulate both the business and cybersecurity implications of AI adoption to customers and partners.
- Passion for emerging technologies and a continuous learning mindset.
In Canada, the base salary for this role ranges from $123,200 to $205,100. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. The OTE for this role ranges from $176,000 to $293,000.
A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
#li-remote
#li-MG1
#b2
Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· Employee-led diversity and inclusion networks that build community and provide education and advocacy
· Annual charity and fundraising initiatives and volunteer days for employees to support local communities
· Global employee sustainability initiatives to reduce our environmental footprint
· Global fitness and trivia competitions to keep our bodies and minds sharp
· Global wellbeing days for employees to relax and recharge
· Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
