Sales Engineer

About the role

The Technical Account Executive owns qualified opportunities from the first serious client meeting to signature. The role combines enough cryptographic and security depth to lead discovery with a CISO and scope standard readiness engagements with the commercial discipline to run long, multi-stakeholder enterprise and public-sector sales cycles to close. It receives qualified opportunities from the Business Development & Partnerships Manager, carries a revenue quota and reports to the VP Sales.

Key responsibilities

• Own a named portfolio of target accounts across financial services, telecommunications, healthcare, state enterprises and critical information infrastructure, building an account plan for each including stakeholder map, buying process, budget cycle and regulatory deadline, and running every opportunity against a written close plan agreed with the buyer

• Lead discovery workshops with CISOs, security architects and system owners to establish the client's cryptographic estate, regulatory exposure and readiness gaps

• Scope standard readiness engagements — discovery, cryptographic inventory and CBOM, risk-tiering and migration roadmap — and bring in the CTO or Solutions Architect for non-standard or architecture-led work

• Write proposals, statements of work and tender responses that tie scope to the client's compliance milestones

• Negotiate price, scope, payment and contract terms within approved guardrails, and secure Head of Delivery sign-off on scope, staffing and price before any commitment is made to the client

• Steer opportunities through enterprise and public procurement — vendor onboarding, security questionnaires, legal review, terms of reference and electronic procurement steps

• Work jointly with system integrator, managed service and technology vendor partners on co-sell and subcontract opportunities, including joint account plans and partner-led proposals

• Keep opportunity records, stage evidence and the forecast current, hand signed engagements to Delivery with commitments and success criteria documented, and return at each milestone to position the next phase

About you

• At least 6 years in enterprise sales of cybersecurity products or services, with a record of meeting or exceeding quota on complex deals with sales cycles of six months or longer

• Technical grounding in applied cryptography and security infrastructure — PKI, certificates, HSMs, TLS, key management or identity — sufficient to lead a CISO-level discussion without a technical colleague present

• Background in pre-sales, security consulting or engineering is an advantage

• Established relationships with security and IT leadership in financial services, telecommunications, state enterprises or critical infrastructure operators

• Working knowledge of enterprise and public procurement, including tender responses, terms of reference and vendor qualification

• The discipline to scope within what the delivery team can deliver, and to escalate rather than commit when a client asks for more

• Full professional fluency in Thai and English, written and spoken

• A recognised security certification such as CISSP or CISM is an advantage