Principal Sales Engineer introducing and driving adoption of Proofpoint's AI - driven security portfolio. Collaborating with stakeholders in cybersecurity to integrate AI security solutions effectively.
About the role
- Senior Sales Engineer leading presales efforts for SaaS solutions at Progress. Engaging with customers to unlock the full value of AI-powered applications and experience.
Responsibilities
- Lead sophisticated discovery conversations with customers to uncover complex business challenges, workflows, and strategic objectives
- Translate ambiguous or high-level business problems into clearly defined solution opportunities
- Guide customers toward outcome-focused thinking rather than feature-level requirements
- Analyze customer environments, architectures, and processes to identify high-value, differentiated use cases
- Map product capabilities to customer business practices, industry patterns, and long-term strategic goals
- Design solution approaches that balance customer needs, technical feasibility, scalability, and future growth
- Deliver tailored, compelling demonstrations for technical and business audiences, including senior stakeholders
- Clearly articulate why the solution matters—linking capabilities to business impact, efficiency gains, and ROI
- Adapt demonstrations dynamically based on customer feedback, questions, and priorities
- Apply strong technical knowledge across SaaS and data platforms, including hands-on familiarity with PHP-based applications and environments
- Partner effectively with Engineering and Product to address complex technical questions and edge cases
- Act as a strategic partner to Sales, helping shape account strategy, solution positioning, and expansion opportunities
- Lead the technical aspects of complex or enterprise deals, including proof points, solution validation, and risk identification
- Participate in account planning and customer strategy sessions to ensure alignment on business outcomes and solution approach
- Educate customers on best practices, advanced use cases, and architectural considerations
- Support the development of business cases, ROI models, and value narratives to inform customer decision-making
- Help customers understand not just the solution, but how to successfully adopt and operationalize it
- Serve as a mentor and informal leader for junior presales team members
- Capture insights from customer engagements and feed them back to Product and Engineering to influence roadmap and improvements
- Document reusable use cases, demo patterns, and success stories to raise the overall effectiveness of the presales organization
Requirements
- Proven experience in a presales or sales engineering role, supporting complex or enterprise customer engagements
- Strong technical foundation with experience in PHP-based applications, SaaS platforms, and data-driven solutions
- Ability to quickly understand customer architectures and explain technical concepts in business-friendly terms
- Demonstrated success leading discovery sessions and shaping solution approaches
- Excellent communication, storytelling, and presentation skills with both technical and non-technical audiences
- Experience partnering closely with Sales to influence deal outcomes
- Strong curiosity and continuous-learning mindset
- Collaborative, team-oriented approach with a willingness to mentor others
- Familiarity with CRM tools (Salesforce, HubSpot, etc.)
- Willingness to travel occasionally for key customer engagements (as applicable)
Benefits
- Medical, dental, vision, life & disability insurance
- Financial benefits (including 401(k) retirement savings plan)
- Tuition Reimbursement program
- Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance
- Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
- Flexible paid vacation time and paid day off for your birthday
- A variety of leave plans, including Parental Leave
- Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health
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