Job description

Menlo Security is the leader in Browser Security for human and agentic workforces. Our mission is to enable humans and agents to connect, communicate, and collaborate securely, without compromise. The Menlo Browser Security Platform protects organizations from cyberattacks by stopping threats across the web, documents, and email before they reach the user. With Menlo Agent Runtime Security (MARS), that protection now extends to the AI agents working alongside every employee. Menlo Security is trusted by major global businesses, including Fortune 500 companies and government agencies, to protect their most valuable asset, their data, and is backed by top-tier investors. SUMMARY The Menlo Security Sales Engineer is a customer-focused, technical sales professional who provides guidance and support to prospective and current customers across the region. Partnering closely with Regional Sales Managers and channel partners, the Sales Engineer scopes, recommends, and demonstrates security-focused solutions that map to each customer's business needs and budget. Acting in a consultative capacity, they serve as a trusted technical resource for account teams, partners, and customers alike. The team uses AI-assisted tools throughout the sales cycle, from account research and call preparation to drafting technical responses, so more time goes to the customer conversation and less to administration. OUTCOMES & KPIS Key Outcome(s) Owned: - Technical wins on regional sales opportunities, from discovery through successful proof of concept to close. - Partner technical self-sufficiency across the assigned region. Success Metrics / KPIs: - Technical win rate on supported opportunities - Proof of concept conversion rate (POC to closed-won) - Average POC cycle time from kickoff to technical decision - Number of partner engineers enabled/certified per quarter - Quality of field feedback delivered to Product Management and Engineering (adoption of submitted insights) WHAT YOU'LL DO - Articulate the benefits of Menlo Security solutions to both technical and non-technical audiences, and research the technical requirements of each opportunity to scope and architect a solution that meets the customer's needs. - Understand the customer's business drivers and map them to a Menlo Security solution that fits both their needs and their budget. - Lead proof of concept engagements on regional sales opportunities, including deployment and configuration of Menlo Security services or software, training users on the solutions, and acting as the interface between Sales and technical staff to resolve open issues. - Use AI-assisted tools to prepare for customer engagements (account research, competitive positioning) and to draft and refine technical documentation, RFP responses, and follow-up communications, applying your own judgment for accuracy and fit. - Work closely with regional Menlo Security partners to build partner self-sufficiency and drive partner-led opportunities. - Work closely with customers to grow and expand their implementation and integration of Menlo Security products. - Provide reporting and feedback on customer accounts and field activities to Sales, Product Management, and Engineering, using AI-generated call summaries and CRM enrichment to keep account records current with less manual effort. FUNCTIONAL COMPETENCIES Required: - Bachelor's or Master's degree in Computer Science or a related discipline, or equivalent experience - 4+ years of pre-sales experience in the computer networking or security space - Strong knowledge and hands-on experience across core areas including web proxy technologies, network security (firewalls, IDS/IPS, HTTP/SSL proxies), network engineering fundamentals (OSI model, IPv4/6, routing, switching, DNS, VLANs and subnetting), and email security and mail flow - Excellent written and oral communication skills, with the ability to articulate both the business value and the technical advantages of Menlo Security solutions - A strong sense of accountability and ownership, a proactive, get-it-done attitude, and a passion for continuous learning Preferred / Nice to Have: - Experience with malware analysis (static, delta, and dynamic/runtime approaches), sandboxing solutions, host-based forensics, and Windows internals - Network forensics experience, including packet capture and analysis - Incident response experience, including workflow procedures, evidence gathering, and chain of custody handling - Enterprise architecture familiarity (Active Directory, SCCM, LDAP/RADIUS/TACACS+, two-factor authentication) and virtualization technology (VMware, Citrix, VDI) - Familiarity with common hacking and exploitation tools and methodologies, malware families, and AV/IDS/IPS evasion techniques - Working knowledge of Menlo Security competitors, including their solutions, strengths, and weaknesses - Fluency with AI-assisted sales and productivity tools (LLM-based research, drafting, and summarization) as part of your everyday workflow - Self-directed, with the ability to prioritize and execute project tasks in a methodical, disciplined manner and set clear expectations with stakeholders and team members Follow us on LinkedIn linkedin.com! Why Menlo? At Menlo, we don't settle for the status quo — in our technology or our culture. How we think and act is just as important as what we build. Our culture is defined by five core mindsets: Proactive Leadership, Straight Talk, United Impact, Elevated Talent, and Customer-Compelled. We take ownership and drive outcomes without waiting to be told. We communicate directly and seek hard truths. We break down silos and win together. We hold a high bar for ourselves and the people around us. And we treat every customer interaction as mission-critical. If you're someone who sees it, owns it, solves it, and does it — you'll thrive here. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability. TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.

Requirements

Must-haves

Technical wins on regional sales opportunities, from discovery through successful proof of concept to close.
Partner technical self-sufficiency across the assigned region.
Technical win rate on supported opportunities
Proof of concept conversion rate (POC to closed-won)
Average POC cycle time from kickoff to technical decision
Number of partner engineers enabled/certified per quarter
Quality of field feedback delivered to Product Management and Engineering (adoption of submitted insights)
Understand the customer's business drivers and map them to a Menlo Security solution that fits both their needs and their budget.
Work closely with regional Menlo Security partners to build partner self-sufficiency and drive partner-led opportunities.
Work closely with customers to grow and expand their implementation and integration of Menlo Security products.
Bachelor's or Master's degree in Computer Science or a related discipline, or equivalent experience
4+ years of pre-sales experience in the computer networking or security space
Excellent written and oral communication skills, with the ability to articulate both the business value and the technical advantages of Menlo Security solutions
A strong sense of accountability and ownership, a proactive, get-it-done attitude, and a passion for continuous learning
Experience with malware analysis (static, delta, and dynamic/runtime approaches), sandboxing solutions, host-based forensics, and Windows internals
Network forensics experience, including packet capture and analysis
Incident response experience, including workflow procedures, evidence gathering, and chain of custody handling
Enterprise architecture familiarity (Active Directory, SCCM, LDAP/RADIUS/TACACS+, two-factor authentication) and virtualization technology (VMware, Citrix, VDI)
Familiarity with common hacking and exploitation tools and methodologies, malware families, and AV/IDS/IPS evasion techniques
Working knowledge of Menlo Security competitors, including their solutions, strengths, and weaknesses
Fluency with AI-assisted sales and productivity tools (LLM-based research, drafting, and summarization) as part of your everyday workflow
Self-directed, with the ability to prioritize and execute project tasks in a methodical, disciplined manner and set clear expectations with stakeholders and team members

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aillm

Platform: ashby
Effort: quick