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About the RoleAbnormal AI is seeking an Mid-Market Sales Engineer to join our growing Sales Engineering team. As an Mid-Market Sales Engineer, you will serve as our customer''s primary technical contact, acting as a trusted technical advisor to security, email, and identity teams, crafting strategic, value-based business cases to win complex business opportunities and help organizations conquer their most intractable email and identity-driven security challenges.In partnership with Mid-Market Account Executives, you will be responsible for conducting in-person and remote product demonstrations, leading architecture-level technical discussions, articulating the technical and business value of Abnormal Security''s platform, and owning and driving successful outcomes for Enterprise-scale Proof of Value (POV) programs.The ideal candidate for this role will be located in Australia possess the following skill set:Ability to tie technology to measurable risk reduction and business outcomes at Enterprise scaleAbility to influence senior security, IT, and executive stakeholders in both virtual and in-person settingsHigh EQ; ability to read the room, engage stakeholders, demonstrate empathy, listen actively, and respond thoughtfullyAbility to create value-driven presentations and tell compelling stories (PowerPoint, Google Slides)Strong discovery skills to uncover customer pain points, requirements, and strategic objectivesWhat You Will DoServe as the technical authority and primary technical decision partner in enterprise sales cycles, from discovery through close, including full ownership of Proof of Value (POV) success criteria and outcomesLead architecture-level conversations with security, email, and identity teamsRun technical discovery that uncovers risk, not just requirementsConduct technical and competitive landscape research to effectively address customer questions and objectionsConfidently answer architecture-level and modern threat questions without deferring to Product or EngineeringArticulate why legacy secure email gateways fail against social engineering and identity-based attacksEducate sales executives and partners on Abnormal Security''s products, platform, and security postureObsessively drive customer satisfaction and successful business outcomesMust Have3+ years of Sales Engineering experience OR relevant industry experienceDemonstrated ability to lead technical discovery and architecture discussions with security, infrastructure, identity and compliance teamsStrong technical presentation and communication skills, both verbal and writtenAbility to see and present the "big picture," uncover complex business challenges, and architect solutions to solve customer needsAbility to work independently in a fast-paced, high-impact sales environmentPositive attitude, strong customer focus, and a high sense of ownership over customer resultsSolid technical understanding of SaaS security models including multi-tenant cloud environmentsWorking knowledge of DNS, TCP/IP, TLS, and enterprise networking concepts as they relate to email and SaaS securityNike to HaveExperience with enterprise email security platforms (Proofpoint, Mimecast, Cisco, Barracuda, etc.)Technical background in messaging and internet security principlesHands-on experience with Microsoft Exchange Online / Microsoft 365 or Google WorkspaceStrong understanding of SMTP mail flow, MX records and mail routingWorking knowledge of email authentication (SPF, DKIM, DMARC) and common failure modesStrong understanding of Cloud SaaS infrastructure including identity services such as Azure AD / Entra ID / Google IdentityAbility to explain identity-driven and modern social engineering attacks and controls at an architectural levelExperience integrating SaaS platforms via OAuth and REST APIsFamiliarity with SIEM platforms (Splunk, Sentinel) and SOC workflowsExperience working with or alongside SOC incident response teams including creating incident response workflowsSecurity certifications (CISSP, CEH, or equivalent) for credibility with enterprise buyersAbnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here. #J-18808-Ljbffr