About UsSophos 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, More information is available at .
Role Overview
The New Business Senior Field Sales Engineer drives Sophos’ growth by engaging and winning customers who have not previously adopted our technology. This role is specifically targeted at net‑new logo acquisition and competitive displacement. Alongside strong technical skills around the enterprise security stack, the role requires effective technical storytelling, and commercial appreciation in order to establish trust from first contact.
You will work alongside the New Business sales team to develop new opportunities, build compelling technical value propositions, and guide prospects through a structured evaluation journey. This position is ideal for someone who thrives in greenfield environments and can quickly build credibility with unfamiliar stakeholders.
What You Will Do
Technical Leadership in New Logo Acquisition
1. Lead technical engagement for net‑new prospects from first conversation through to technical win, focusing on competitive differentiation and value‑led positioning.
2. Rapidly assess a prospect’s environment, risks, and security maturity to recommend impactful solutions.
3. Take ownership of those solutions including internal stakeholder management to bring appropriate levels of resource into opportunities in order to be successful.
Discovery, Qualification & Solution Design
4. Conduct structured, deep‑dive discovery sessions to identify/clarify customer objectives, technical challenges, risks, and desired business outcomes.
5. Uncover explicit and latent requirements using advanced questioning and active listening techniques.
6. Translate discovery insights into tailored architectures and solution recommendations aligned to customer needs, timelines, and strategic goals.
7. Position technical outcomes in terms of operational efficiency, risk reduction, and total cost of ownership benefits.
Demonstrations & Proof of Concept Ownership
8. Deliver high‑impact, outcome‑driven demonstrations that resonate with the customer’s stated priorities.
9. Build and lead PoCs with clear success criteria, technical validation milestones, and structured paths to closure.
Presentation, Communication & Technical Storytelling
10. Communicate complex technical concepts clearly to both technical and non‑technical audiences.
11. Create and deliver engaging presentations that demonstrate Sophos’ value and differentiation.
12. Tailor messaging to senior stakeholders, influencers, and hands‑on practitioners.
13. Represent Sophos at events, webinars, and field activities with confidence and clarity.
Relationship Building & Trust Creation
14. Establish rapport quickly with new customers and position Sophos as a long‑term strategic partner.
15. Offer unbiased, advisory‑led recommendations grounded in discovery outcomes and market understanding.
Cross‑Functional Collaboration
16. Work closely with account executives, product specialists, and product teams to shape competitive strategy.
17. Support demand‑generation campaigns and activities focused on new business acquisition.
Market Expansion & Competitive Displacement
18. Maintain up‑to‑date knowledge of competitor technologies and articulate Sophos’ differentiators with authority.
19. Provide insights from customer engagements to influence product direction and go‑to‑market strategy.
Other
20. Engage with customers across the UK and Ireland.
21. Travel expected to be approximately 25%–50%.
What You Will Bring
Technical & Sales Expertise
22. Proven technical pre‑sales experience in cybersecurity or a closely related field.
23. Ability to articulate the value of a multi‑product security portfolio across endpoint, MDR/XDR, network, email, identity, and cloud.
24. The Sophos XDR / MDR solution is at the centre of the Sophos enterprise strategy and therefore seen as a mandatory, core competency.
Discovery Excellence
25. Exceptional discovery capabilities, including identifying explicit and hidden customer needs.
26. Ability to run structured discovery conversations that uncover business drivers, pain points, risks, and success criteria.
27. Capability to convert discovery findings into solution designs and persuasive technical narratives.
Presentation & Communication Mastery
28. Strong verbal and written communication skills across technical and executive audiences.
29. Confident in building and delivering engaging demonstrations, workshops, and technical evaluations.
30. Skilled in simplifying complex concepts and presenting them with clarity, impact, and relevance.
31. Ability to tailor messaging for different stakeholders — from CISOs to analysts and architects.
New Business Mindset
32. Comfortable building influence, understanding, and trust from scratch within greenfield accounts.
33. Skilled at guiding organisations with no prior Sophos experience through a structured evaluation process.
Trusted Advisor Qualities
34. Deep understanding of cybersecurity trends and common customer challenges.
35. Ability to provide balanced, customer‑centric guidance and establish long‑term technical trust.
Collaboration & Independence
36. Capable of working independently in the field while collaborating effectively across the sales ecosystem.
37. Able to manage multiple concurrent workstreams — PoCs, demos, meetings — with strong organisation and prioritisation.
Relevant Knowledge Areas: Mandatory
38. MDR / XDR
39. Endpoint Security / EDR
40. Cloud (AWS, Azure, GCP)
41. Microsoft Security Stack
42. Incident Response
Beneficial
43. Network Security
44. Email Security
45. Identity & Access Management
46. Pen‑testing / Red Teaming
#B2 #LI-NM1Ready 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