Global Specialist, Solutions Engineering

Job description

### Company Background Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide. **Reports to:**VP, Technical Services **Location:** United States - Remote Censys is building the most credible, robust map of the Internet through IP scanning, DNS lookups, web crawling, and the ingestion of millions of certificates. Censys was founded by security researchers who are passionate about developing technology that provides anyone the power to fully understand their digital risk and exposure. Individuals and enterprises–and anyone in between–can harness this power to discover new information and insight as the Internet, IoT and Cloud evolve. We are a true security startup with midwestern roots and we believe that a map of the Internet, or a map of your organization’s assets can quickly help guide organizations to the answers they need to protect themselves from vulnerability and risk. **Role Summary** The **Global Specialist, Solutions Engineering** is the evolution of the traditional Sales Engineering role, aligning how we best serve our customers in understanding their environment, providing solution guidance and ensuring value realization in their investment with Censys. As a Global Specialist, Solutions Engineering you provide technical leadership and expertise and guidance in your customer’s security transformation journey. You will play a key role in leveraging Censys’ unique data and defining technical solutions that secure a customer’s key business imperatives and ensuring value realization of their investment with Censys. **Responsibilities:** - Meet and exceed sales quotas by building and executing strategic account plans that expand Censys’s internet intelligence footprint across target customers - Understand customers’ key business requirements and translate Censys’s unique internet-scan data into high-level designs that reduce attack surface and surface hidden risk - Drive adoption of the Censys Platform by helping customers operationalize Censys within the security workflows discover unknown assets, prioritize real exposure, and turn visibility into measurable security outcomes — building relationships around productivity, efficiency, and security efficacy - Conduct discovery to understand the technical, operational, and commercial imperatives of prospects and customers, using Censys’s internet mapping capabilities to surface issues other tools miss - Partner closely with Customer Success to ensure customers fully implement and adopt Censys’s data and platform - Communicate clearly and persuasively, running demos, presentations, webinars, and workshops that make Censys’s unique dataset and methodology tangible to technical and non-technical audiences alike - Present Censys-related content at conferences and events - Lead technical validation efforts, grounded in best practices, that prove out Censys’s differentiated visibility and secure technical wins in assigned opportunities - Provide cross-functional leadership, orchestrating Specialists, Channel resources, and Customer Support to present a unified, one-team approach to each opportunity - Promote end-to-end solutions, including Censys and partner professional services, so customers realize business value from their investment sooner - Understand the competitive landscape and clearly differentiate Censys’s internet-scale data advantage from platform-first vendors and point solutions - Continuously invest in your own technical and professional growth, actively participating in the Solutions Consultant community and at industry events - Identify technical stakeholders and cultivate relationships with key personas to build and drive a security and attack-surface-management roadmap grounded in Censys data - Stay open to using AI to amplify your skills and strengthen your work — demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact - Other duties as assigned **Qualifications** - 6+ years experience in pre-sales/sales engineering - Skilled in at least one of the following Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint or SASE - Experience in delivering cybersecurity solutions that solve technical challenges and influence new business initiatives is preferred - Influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role; prior experience in a pre-sales role is ideal - Creating and delivering technical presentations, workshops, or technical validation engagements - Experience in selling, designing, implementing, or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies - Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions - Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions are preferred - This is a field sales position where travel requirements may be required to support in person customer meetings, please discuss with the recruiter on the specifics for this position *For high cost of living areas (San Francisco Bay, New York City, and Seattle), the expected salary range for this position is $207,000 USD - $248,000 USD, plus bonus eligibility and equity.* *For all other locations, the expected salary range for this position is $186,000 USD - $237,000 USD, plus bonus eligibility and equity.* Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information. Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Censys’s compensation and benefits are subject to change and may be modified in the future. *Please see our*[*careers page*](https://www.linkedin.com/safety/go/?url=https%3A%2F%2Fcensys%2Ecom%2Fcareers%2F&urlhash=8wTJ&mt=wkkOynYBsYjymqC0wVyM_ES4Xu5HREl2GRhz3gORLYRrs2JBe5H9JnqnzlUWm5bcjNT5c7eUSealE4xvwr1GsCCixQk&isSdui=true) *for more details.* We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to your recruiter. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. Additionally, if hired, we would love to bring you to our HQ in Ann Arbor for in-person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our [Censys Privacy Policy](https://www.linkedin.com/safety/go/?url=https%3A%2F%2Fcensys%2Ecom%2Fprivacy-policy%2F&urlhash=zCbF&mt=WkmKe1jRrV8CDr_8oSwk460ttJyxwn5P95RvgIJ8FNRcF25mhxUxkqwycyobwuhkRjRE5VjrlFyqgHLM7ZwMFDVYj9I&isSdui=true). *Our roots are in Ann Arbor, Michigan and our innovation is fueled by the team’s global perspectives. For this role, we are open to remote employees across the continental US. We value diversity and are committed to creating an inclusive environment for all employees. Censys is an*[*equal opportunity employer*](https://www.linkedin.com/safety/go/?url=https%3A%2F%2Fwww%2Eeeoc%2Egov%2Fsites%2Fdefault%2Ffiles%2F2022-10%2FEEOC_KnowYourRights_screen_reader_10_20%2Epdf&urlhash=ZKDa&mt=BUwlk4nSlYpmqROQWKZ-cNcBa9Sbiyg4e0EiBPKC5XEXKwInck3iDPLdAAMA3qX6EoIWW2H2vt2z4df7vt10nYCnbyo&isSdui=true)*.* **Note to external recruiters/agencies**: We are not currently engaging with third-party agencies for this role and will not accept unsolicited outreach. We kindly ask that you do not submit resumes or candidate profiles to our team. #### Identity Verification As part of our hiring process, all candidates who receive an offer of employment will be asked to complete an identity verification through CLEAR. **California Privacy Rights Notice** Pursuant to the California Consumer Privacy Act (CCPA), we are providing you with notice that we collect personal information from job applicants for business purposes, including evaluating your candidacy for employment, conducting interviews, and, if applicable, completing the hiring process. The categories of information we may collect include identifiers (such as name and contact information), professional or employment-related information (such as work history, education, and references), and other information you provide in your application. We do not sell or share your personal information. For more information on how we use and protect your personal information, and your rights under the CCPA, please refer to our [Privacy Policy](https://censys.com/privacy-policy#:~:text=California%20resident%20rights).