Commercial Sales Engineer - NY/NJ
Zscaler · Cybersecurity
Remote (US), must live in NJ, NY; offices in New York City, NY
Sales engineer$120k–$150k baseLarge company113 insiders to talk to
Still open · posted 3 months ago
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Sales engineer
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At a glance
What you'd actually do: Run proof-of-value evaluations with enterprise security and IT buyers, partnering with sales to show how Opal's identity governance platform fits.
Pay
Not listed
No pay stated in the posting
Where you work
Hybrid: San Francisco
Selling to
security and IT teams
Experience asked
5+ years
Your game plan for this job
0 of 5 doneMost people just hit Apply. Do these first and you show up with someone on the inside.
- 1Pick 2–3 people at Opal SecurityWe found 3 current reps: 1 AEs. SDRs reply the most; they were in your shoes recently. See them ↓
- 2Send a short, curious noteAsk about their experience, not for a referral. We write it for you, with the role and what Opal Security sells.
- 3Have a 15-minute chatGood questions for this role:
- What does a normal day look like for you?
- How did you land the job? What stood out in your interviews?
- How is the team doing on quota? What separates the people who hit it?
- How long do SDRs usually stay before moving up to AE?
- 4Apply, ideally with a referralIf the chat went well, ask if they'd refer you or point you to the hiring manager. Then apply and let them know so they can flag it.
- 5Prep for the role playSDR interviews almost always end in a mock cold call. Practice with the Opal Security cheat sheet and the role-play guide.
Talk to someone at Opal Security before you apply
A friendly message to a current rep is the best way to stand out. Ask about their experience, not for a referral.
Full job description
About Opal Security: At Opal, we’re building modern identity governance for the AI era – intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation.
The Role: As a Solutions Engineer, you'll sit at the intersection of product, customer, and sales – helping prospective customers understand the technical value and feasibility of Opal’s platform. You’ll be responsible for guiding prospective customers through the technical value and feasibility of Opal’s platform, leveraging your deep technical expertise to influence decisions and shape long-term partnerships. You will work closely with product, sales, and engineering teams to ensure our solution meets customer needs while driving business value. Your leadership will be key in testing and refining product-market fit, and ultimately driving customer success.
What You’ll Do:
Guide technical evaluations
: Architect and oversee Proof-of-Value (POV) engagements, ensuring customers can effectively assess how Opal integrates into their enterprise environment and addresses their unique needs.
Translate needs to impact
: Translate complex customer use cases and security objectives into actionable solutions, advising on best practices for seamless implementation while maximizing value.
Build deep customer trust
: Act as a senior technical advisor, balancing strategic thought leadership with hands-on guidance to address technical challenges and foster long-term trust.
Partner with sales
: Partner with sales teams to drive deal progress, engage key stakeholders, and ensure alignment between technical solutions and business outcomes.
Bridge product and market
: Capture and synthesize customer feedback and pain points, and partner with Product Development and Engineering to influence roadmap decisions and prioritize market-relevant features.
Advocate for tradeoffs
: Lead nuanced discussions around customer-specific needs and product design tradeoffs, helping Opal remain scalable while meeting enterprise demands.
You Might Be a Fit If You:
Have 5+ years of experience in a solutions engineering, sales engineering, or technical customer-facing role – ideally in cybersecurity, identity, or infrastructure.
Combine deep technical knowledge with the ability to communicate complex concepts to diverse stakeholders, balancing technical depth with strategic insight.
Are energized by complexity and ambiguity, and skilled at distilling it into clear plans and confident decisions.
Are comfortable in cross-functional environments, influencing both
internal product strategy
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