About Imperva

Imperva is the comprehensive digital security leader on a mission to help organizations protect their

data and all paths to it. With an integrated approach combining edge, application security, and data

security, customers around the world trust Imperva to protect their applications, data, and websites

from cyberattacks. Imperva Threat Research and our global intelligence community keep Imperva

ahead of the threat landscape and integrate the latest security, privacy, and compliance expertise

into our solutions.

 Why Imperva? 

• We have experienced the following growth and achievements:
• Selling to over 6000 customers worldwide
• 500 partners in 100+ countries worldwide
• We are now a certified Great Place to Work^® in Singapore. https://bit.ly/3Mi2a9E
• Imperva has been named one of the coolest Cloud Security Vendors of 2023 by CRN!
• Imperva has been in the Leader’s Quadrant of the Gartner Magic Quadrant for 8 consecutive years in Web Application and API Protection
• Imperva is also a leader in the Forrester Wave for DDoS Mitigation Solutions in 2021 with the highest score in the “current offering” category

Imperva, a leading cyber-security provider for application, data, and API security, is growing to meet the demands of our customers and partners. Due to this growth, we are looking for a Sales Engineering Manager to join our team in Japan. 

In this dynamic role, you will be an integral part of a world class sales and sales engineering organization. You will be responsible for pre-sales in the Japan region and will lead a highly skilled team of sales engineers with responsibilities to support pre-sales activities, build programs to develop technical and sales skills, create your own initiatives that drives thought leadership and address specific enablement needs of your region. In addition to enabling your own team, you will be highly involved in deploying a technical enablement strategy for the partner ecosystem in Japan.

You will also partner with leadership across sales, channel, marketing, product, customer success, technical support and other business functions to design, support and execute growth initiatives. In addition, your entrepreneurial spirit will identify other areas of opportunities for growth that you own and execute.

Fundamentally, this position will require a business savvy individual with a strong background in technical sales, cyber-security, solutions consulting and desire to proactively engage aspects of the business that drives growth for Japan and Imperva.

This position will report to the APJ Senior Director of Sales Engineering.

Your Responsibilities

• Partner with the Japan Area Vice President of Sales to drive enterprise-wide sales-related initiatives within our accounts and channel.
• Oversee technical pre-sales operations to support regional quota achievement.
• Interact at a senior level with customers and partners and provide valuable insight into industry trends, customer challenges, technical evolutions, and business changes that will help the customer make their security decisions
• Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that Imperva addresses
• Ensure effective account planning and pre-sales execution is executed across the teams to deliver compelling business-focused solutions that address customers' security needs.
• Develop and own outcome-oriented pre-sales initiatives that drive pipeline and sales.
• Develop and maintain strong relationships with Imperva partners (reseller, distribution, system integrators, and alliances) and drive and measure initiatives to improve sales productivity.
• Lead expansion initiatives to support the upsell of solutions within key accounts.
• Ensure the teams develop deep ongoing relationships across their accounts to drive adoption and growth across the portfolio after the initial sale.
• Define and report on a regular basis key metrics that measure success of pre-sales activities and initiatives.
• Personnel management – create clear goals for your team with individual development plans to maintain high standards of engagement.
• Provide pre-sales leadership with continuous engagement and strategic planning with Sales management, Sales Reps, SEs, partners and customers to positively impact sales calls, build technical relationships and resolve technical issues as needed.
• Operate effectively in a matrix manner with extended teams, such as Support, Finance, WW SE, HR, Product Management, and other relevant organizations.
• Act as an escalation point for pre-sales and post-sales technical issues that arise in the territory.
• Develop, mentor, manage, and support reporting sales engineers with technical and organizational leadership.

Experience Required:

• A minimum of 8 years of Sales Engineering management experience preferred.
• Reputation with customers and partners as a trusted advisor who will always take care of their needs.
• Possess a combination of strong management, technical and business skills.
• In addition to cyber-security, must possess working knowledge of cloud native technologies, cloud services, networking, databases technologies and programming used in modern application development.
• Strong track record of sales, leading teams, and execution in fast paced environment.
• Industry knowledge of security market trends including Application, Data and API security.
• Ability to present at key conferences and deliver executive presentations.
• Ability to collaborate and communicate with customers and partners at senior levels.
• Highly motivated with a strong focus on solving problems, customer success and a clear commitment to generating topline growth
• Leads by example, possess a sense of urgency, and will not hesitate to get into the details of the business.
• Strategic thinker and high-performance individual that can collaborate and lead cross-functional initiatives from ideation to execution.
• 50-75% Travel required
• Fluent in Japanese, English.

Our Company:

Imperva is an analyst-recognized, cybersecurity leader—championing the fight to secure data and applications wherever they reside. Once deployed, our solutions proactively identify, evaluate, and eliminate current and emerging threats, so you never have to choose between innovating for your customers and protecting what matters most. Imperva—Protect the pulse of you business. Learn more: www.imperva.com, our blog, on Twitter

Rewards:Imperva offers a competitive compensation package that includes base salary, medical, flexible time off and more. It’s an exciting time to work in the security space. Check out our products and services at www.imperva.com and career opportunities at www.imperva.com/careers

Legal Notice:Imperva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, ancestry, pregnancy, age, sexual orientation, gender identity, marital status, protected veteran status, medical condition or disability, or any other characteristic protected by law.  

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Imperva, pioneering the third pillar of enterprise security, fills the gaps in endpoint and network security by directly protecting high-value applications and data assets in physical and virtual data centers. With an integrated security platform built specifically for modern threats, Imperva data center security provides the visibility and control needed to neutralize attack, theft, and fraud from inside and outside; to mitigate risk; and to streamline compliance. 

In this key sales position, the Senior Sales Engineer will be responsible to sell all Imperva Solutions and Services, by interacting with assigned accounts that are either existing customers or prospects within the assigned geographic territory and working with the partner ecosystem to grow their ability and GTM, as well as directly engaging in the opportunities being worked by the partners. They will apply a broad knowledge of the organization's services, products, and marketing techniques to develop large opportunities and close sales, and enable partners. This highly visible and impactful role will work in tandem with an Account Executive and channel partners to successfully develop and service all customers or prospects within their respective geography/territory. 

We are looking to hire a Sr. Sales Engineer to be based in Brazil.

 

Responsibilities: 

• Participate in sales conference calls and prospect visits, providing product demonstrations in person and via WebEx/Zoom/Teams, and working with prospects at both a technical and business level to show how Imperva’s solutions can provide value to them.
• Possess demonstrable skills in customer-centric selling and a proven track record using it to help drive revenue.
• Participate as a technical resource at trade shows and conferences, when needed.
• Work independently and as a vital member of a sales team.
• Work with the sales team to strategize on sales approaches to develop business.
• Ensure successful on-site product evaluations and post sale installations when necessary.
• Manage the Regional Account customer base on their technical needs.
• Plan, manage and execute customer product pilots.
• Directly support the sales process with partner SEs and partner generated opportunities
• Engage with technical support and escalations inside Imperva when necessary to expedite critical incidents and support key customers or partners with the intent of reaching a faster resolution.
• Jointly design, agree and execute commercial strategy with the Imperva Account Executive or Executives assigned to the same region.

Qualifications: 

• BS degree in Computer Science or related field
• 8+ years of experience in network security, development, pre-sales engineering, or real world use of database and/or web application solutions; preferably with 5+ of these as a sales engineer and experience working in a start-up and vendor environment
• Possess a solid understanding of web applications, database, security, and auditing environments
• Knowledge in databases (Oracle, MS SQL, Sybase, DB2)
• Knowledge in big-data repositories (MongoDB, Hadoop, etc) – an advantage
• Knowledge in application development (ASP, .NET, PHP, JSP, NodeJS, Python)
• Knowledge in scripting (Python, Bash)
• Knowledge about APIs, REST, SOAP
• Knowledge in DNS protocol and service – an advantage
• Experience with Linux
• Deep knowledge of TCP/IP, HTTP, Load balancers, proxies and firewalls
• Knowledge in BGP, edge routing, SFlow – an advantage
• Knowledge in SSL, TLS, cryptography and certificates
• Knowledge about containers, Kubernetes and service mesh - an advantage
• Cloud provider certification (AWS, Azure, GCP) - an advantage
• Compliance standards knowledge (PCI, SOX, HIPAA) – an advantage
• Able to effectively present technical material to small and large groups
• Experience with Network or Application Firewalls and/or IDS/IPS - an advantage
• Excellent time management, multi-tasking, and prioritization skills.
• Excellent written, oral communication and strong interpersonal, organizational and presentation skills
• Ability to travel domestically and overseas
• English fluency are required. Desired Spanish.

About Imperva: 

Imperva is an analyst-recognized, cybersecurity leader—championing the fight to secure data and applications wherever they reside. Once deployed, our solutions proactively identify, evaluate, and eliminate current and emerging threats, so you never have to choose between innovating for your customers and protecting what matters most. Imperva—Protect the pulse of your business. Learn more: www.imperva.com, our blog, on Twitter. 

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