About AppGate
AppGate secures and protects an organization's most valuable assets with its high-performance Zero Trust Network Access (ZTNA) solution. AppGate ZTNA is the only direct-routed Zero Trust solution built for peak performance, superior protection and seamless interoperability. AppGate safeguards enterprises and government agencies worldwide. Learn more at appgate.com.
About the Role
The Senior Sales Engineer (SE) is the senior pre-sales subject matter expert for AppGate ZTNA and owns the technical engagement with commercial prospects from first meeting through technical win. The Senior SE uncovers the business problems driving each opportunity, defines the technical requirements and constraints, designs the target-state architecture and clearly articulates the business value of AppGate ZTNA to both technical and executive audiences.
The Senior SE then communicates that end-state vision to every internal team responsible for converting the prospect to a customer and delivering a successful implementation. This includes handing off documented requirements to the Solutions Architects who lead proofs of concept and proofs of value (PoC/PoV), which allows the Senior SE to engage across a broad set of new opportunities.
The Senior SE works closely with Sales, Solutions Architecture, Implementation, Operations, Product Management and Marketing, as well as strategic technology partners, to propose complex integrated solutions that include AppGate ZTNA and key partner platforms. The ideal candidate pairs deep networking, identity and security expertise with business acumen and executive presence, as well as serving as a trusted advisor to customers and a respected technical voice inside AppGate.
Key Responsibilities
Discovery and opportunity strategy
Leads discovery to identify the business problems, technical requirements and constraints that shape an AppGate ZTNA solution, and documents them for the account team.
Partners with Account Executives on strategic and tactical account planning and owns the technical-win strategy for each opportunity
Hands off documented business drivers, requirements and constraints to the Solutions Architect who owns the PoC/PoV, and supports the evaluation through to technical win.
Solution Design
Designs AppGate ZTNA architectures, including Controller, Gateway and Connector placement, high availability, identity provider integration and the policy model (Sites, Policies, Entitlements and Conditions).
Sizes solutions and develops the technical configuration, including quoting and internal approvals as necessary.
Designs integrations with strategic partner platforms such as identity providers, endpoint detection and response (EDR), security information and event management (SIEM) and public cloud services.
Provides technical and design continuity at handoff to implementation teams, and supports new services, upgrades and expansion opportunities.
Customer Engagement
Leads technical presentations, whiteboard sessions, in-depth requirements workshops and demonstrations for audiences ranging from engineers to CISOs.
Articulates AppGate's direct-routed differentiation against cloud-proxied ZTNA, SASE and legacy VPN alternatives.
Serves as technical lead for RFP, RFI and security questionnaire responses.
Provides technical support at trade shows, customer events and other forums.
Internal Leadership
Represents the voice of the customer to Product Management and Engineering with clear, actionable field feedback.
Mentors other Sales Engineers and contributes reusable assets such as demos, reference designs and competitive talk tracks.
Delivers deep-dive technical training on AppGate products and solutions to internal and external stakeholders, and partners with the channel SE team to support partner enablement as needed.
Identifies novel ways to demonstrate and articulate new AppGate features, capabilities and integrations.
Requirements
Required Qualifications
Strong communication and stakeholder…