Senior Sales Engineer, Japan

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company!

The Role

Recorded Futureは、日本市場の営業組織を支えるSenior Sales Engineerを募集します。セキュリティ領域での十分な技術的知見に加え、セキュリティ製品・サービスの提案経験が必須です。営業と連携し、技術的な内容をお客様が重視する成果に結びつけて伝える力が活躍の鍵になります。 本ポジションはAPJ Region直属となり、Account Director(AD)と密に連携しながら、お客様の課題を理解し、期待される成果につながるソリューションを提案します。 日本のお客様の多くは、脅威インテリジェンスの活用が初めてです。コモディティ化したセキュリティ製品やサービスのような、すでにお客様の購入リスト内の製品販売を支援する仕事ではありません。インテリジェンスは新しい市場であり、お客様内での予算の確保から技術検証の完了まで、営業とチームで案件をつくり、推進していただきます。

Responsibilities

• お客様のビジネス課題、目指す成果、技術要件を深く理解する
• 信頼されるアドバイザー兼専門家として、お客様が自社にとって最善の判断をできるよう、率直な助言と経験を提供する
• Account Directorと営業戦略を立案・実行し、商談のたびに相互にフィードバックし合える関係を築く
• 製品機能の説明にとどまらず、技術力を土台に当社の価値を訴求し、競合との差別化を図る
• お客様のビジネス成果に直結するカスタマイズデモを実施する
• PoV(Proof of Value)の戦略を立案・実行し、Recorded Futureが最適なソリューションであることを実証する
• 経営層向けのビジネスケースや導入効果資料を作成し、お客様の意思決定を支援する
• 本社資料に頼るだけでなく、自ら情報を収集してアウトプットを作成し、お客様のワークフロー全体を考慮した提案に仕上げる
• ナレッジ記事、プレゼン資料、デモトークトラックなど、SEチーム全体のレベルを高めるコンテンツを作成する
• 新任SEのオンボーディングにおけるメンターを務める
• AD・SE候補者の面接に協力する

Qualifications 必須要件

• セキュリティ企業での技術提案経験(1社以上)。SOC/CSIRT向けの提案経験は歓迎します
• サイバーセキュリティの技術的バックグラウンドがあり、SOC/CSIRTのお客様とセキュリティ用語を用いて対等に議論できること
• 営業と協働し、予算取りから技術検証の完了まで新規案件を推進した経験
• 質問に答えるだけでなく、「なぜその質問をされているのか」まで理解しようとする姿勢
• 新しいことを積極的に吸収する好奇心と、周囲の意見を受け入れる素直さ(当社との適性を判断する重要な要素です)
• 自ら情報を集め、主体的に提案を組み立てる姿勢
• 技術部門から経営層まで、幅広い相手と円滑にコミュニケーションできること
• 腰を据えて、中長期的にご活躍いただける方

歓迎要件

• インテリジェンス主導のセキュリティアプローチに関心があり、インテリジェンスの基本概念(インテリジェンスサイクル、PIRなど)を理解されている方
• 最新のサイバーセキュリティ情報を自ら理解し、アウトプットすることを好む方
• 製品・技術の魅力を重視して会社を選びたい方
• 提案型商材(SAP、Salesforce、ServiceNowなど)の経験がある方
• コンサルティングファーム・プロフェッショナルサービス出身で、SEとしての役割に魅力を感じていただける方

The Role:

You will collaborate with our Japan account teams to address and resolve the challenges faced by enterprise customers. You will oversee and lead intricate enterprise pilots, as well as facilitate solution onboarding to ensure the success of our projects. This role requires a blend of cybersecurity expertise, engineering skills, analytical mindset, and business acumen. Candidates shall be based out of Tokyo.

What You'll Do:

• Engaging with prospective customers, understanding their requirements, addressing technical inquiries, and showcasing our capabilities
• Planning and managing proof of value initiatives
• Developing use cases and delivering demo presentations
• Resolving critical analytical, technical, and operational challenges
• Promoting user adoption across various use cases
• Traveling out to the region (50% of the time), when required

What You'll Bring:

• Demonstrations of your work and interesting projects you've completed, along with your cybersecurity experience and technical skillset
• Preferred experience in a sales engineering role, or alternatively, in a consulting role involving cybersecurity solutions or services.
• A BA/BS (MA/MS preferred) or equivalent education and experience
• Technical skills, including RESTful API integration, and security analysis expertise in areas such as security event monitoring and log analysis, incident response and forensic analysis, malware analysis, or vulnerability assessment.
• Proficiency in AI tools and AI-driven deployments.
• Experience in an analytical role in the following domains (e.g. intelligence, military, cyber, or business operations).
• Ability to collaborate and communicate with technical and non-technical personnel from engineers, analysts, managers to top executives
• Threat intelligence know-how is a plus

Preferred Qualifications:

• We are seeking a mid to senior level candidate (with 5-15 years of work experience, including 3 or more years in presales). The ideal candidate will have a background in one or more of the following areas:
• SOC Operation
• Cybersecurity System Administration & Engineering
• Vulnerability Assessment & Analysis
• Incident Response, Penetration Testing, Forensics Analysis, or Malware Analysis
• Threat Hunting & Research
• Payment Fraud Monitoring in Banking or Finance related Industries
• Candidates should possess experience in solutioning, development, implementation, or operational activities related to the aforementioned areas

Why should you join Recorded Future? Recorded Future employees (or “Futurists”), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.6-star user rating on G2 and more than 50% of Fortune 100 companies as customers.

Want more info? Blog & Podcast: Learn everything you want to know (and maybe some things you’d rather not know) about the world of cyber threat intelligence Linkedin, Instagram & Twitter: What’s happening at Recorded Future The Record: The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing field Timeline: History of Recorded Future Recognition: Check out our awards and announcements

We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day.If you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at careers@recordedfuture.com

Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law.Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant.

Recorded Future does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions.

Recorded Future maintains a drug-free workplace.

Note: Our interview process for all final-round candidates requires a mandatory in-person interview or a live, scheduled video conference with the hiring manager. We do not conduct interviews via instant messaging or text. All communications during the application process will come from individuals within our HR department via their Recorded Future email address.

Notice to Agency and Search Firm Representatives: Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Recorded Future, including those sent to our employees or through our website, will become the property of Recorded Future. Recorded Future will not be liable for any fees related to unsolicited resumes.

Agencies must have a valid written agreement in place with Recorded Future's recruitment team and must receive written authorization before submitting resumes. Submissions made without such agreements and authorization will not be accepted and no fees will be paid.