Senior Solutions Engineer (Presales)

Contrast Security is the world’s leader in Runtime Application Security, embedding code analysis and attack prevention directly into software. Contrast’s patented security instrumentation disrupts traditional AppSec approaches with integrated and comprehensive security observability that delivers highly accurate assessment and continuous protection of an entire application portfolio. The Contrast Runtime Security Platform enables powerful Application Security Testing and Application Detection and Response, allowing developers, AppSec teams, and SecOps teams to better protect and defend their applications against the ever-evolving threat landscape. Application Security programs need to modernize and Contrast empowers teams to innovate with confidence.

About the Position

Solutions Engineers are critical to our success. We are seeking a Solutions Engineer (SE) with significant security and operations experience who will provide technical leadership throughout the sales process. Your thorough understanding of DevSecOps, AppSec, consulting, IT, developer, and sales, coupled with your excellent communication skills, will enable you to effectively articulate and demonstrate the value of Contrast Security’s solutions to technical and non-technical audiences.

At Contrast, Solution Engineers are a key link between Sales, Product Marketing, Product Management, and Engineering. You will synthesize messaging for executives and work with sales reps daily. You will help influence product direction and marketing content by providing your view from the field. Candidates must be comfortable having high level business value discussions down to working in Linux and Windows environments, OS services, and commands.

If you are a talented problem solver, have a positive outlook (your glass is always half-full), and want to return to work every day regardless of how things went yesterday, this might be the right role.

Responsibilities

• Provide technical ownership of sales opportunities, including demonstrations, requirements gathering, Proof of Value engagements, troubleshooting, and knowledge transfer
• Refine and research the technical requirements of the opportunity
• Understand / Educate / Evangelize the concept of continuous real-time application security and the need for it
• Act as a thought leader and an interface between the Sales organization and technical staff to resolve outstanding issues
• Provide reporting and feedback on customer accounts and field activities to Sales, Product Management, and Engineering
• Work closely with buyers in the process of integration of Contrast products
• Ability to navigate an evaluation to success for both clients and Contrast
• Understand the customer’s business drivers and how to map these to a Contrast solution
• Develop technical materials for customers and other Solutions Engineers
• Set and manage expectations with senior stakeholders and team members and continuously maintain and develop technical knowledge

Qualifications

• Previous presales experience in enterprise software sales is required.
• At least 4+ years of AppSec, software development experience with modern software stacks, SOC experience, security operations consulting, or combination thereof or presales experience selling to these communities.
• Knowledge of security solutions and technologies (SAST, DAST, IAST, RASP, WAF, EDR, ADR, MDR) and concepts (OWASP Top 10, SDLC, Threat modeling, etc.)
• Hands-on experience with modern platform architectures such as Docker, Kubernetes, AWS, Azure, GCP, etc.
• Strong leadership skills with the ability to prioritize and execute in a methodical and disciplined manner
• Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of Contrast products and solutions
• The ability to tell a story convincingly is a must
• Understand and be conversant about Contrast’s competitors, their solutions, strengths, weaknesses, opportunities, and threats
• Ability to travel 40%+ within the territory