Main image of article Security Systems Sales Engineer: What Tech Pros Need to Know

For tech professionals interested in a cybersecurity career, the typical expectation is that you’ll start in a security operations center (SOC), learning cyber basics such as how an attack develops, incident response and how compliance rules and regulations work.

After a stint in a SOC or similar starting roles, security pros can venture into more mature positions such as pen testing or cloud and network security. They can also become cybersecurity analysts or move up the management ladder.

Other tech and security pros who want to combine their technical know-how with other aspects of the industry (including building up their business acumen and other skill sets) have another option: Security systems sales engineer.

Security systems sales engineer—also referred to as a cybersecurity systems sales engineer or simply as sales engineer—is a potential growth area within the overall cybersecurity field. The U.S. Bureau of Labor Statistics noted this job title is projected to have a 6 percent growth rate between 2023 and 2033, and the median annual wage is listed as $116,950 as of May 2023. More recent data from ZipRecruiter has the average annual pay for this position as $122,890 in the U.S.

While a security engineer needs technical expertise (such as understanding digital forensics, security policies and network defense), security systems sales engineers must also master more of the business side of the ledger, including customer and client relations, sales and marketing, which requires a combination of hard and soft skills.

“A good sales engineer acts as the trusted advisor and a bridge between the technical aspects of a customer problem, the technical nature of the solutions available through their employer and, importantly, the needs of those around the table on both sides who are more focused on the mechanics of making a deal,” said Casey Ellis, founder and advisor at Bugcrowd, who worked as a sales engineer earlier in his career.

“Ultimately they are there to facilitate ensuring not only that a deal gets done, but that the customer gets their problem solved,” Ellis added.

Tech and security pros looking to explore a security systems sales engineer position path first need to define what the position entails and then understand what combination of hard and soft skills are needed to start down this career path.

What is a Security Systems Sales Engineer?

In this most basic definition, security systems sales engineers “typically need a bachelor’s degree in engineering or a related field. Sales engineers combine technical knowledge of the products or services they are selling with strong interpersonal skills,” according to the definition posted by the BLS.

Since the vast majority of security systems sales engineers work for cybersecurity vendors and third-party suppliers, understanding how sales work is critical. This also requires translating technical know-how into concepts that clients and customers can understand, especially those on the non-tech business side of an organization, Ellis noted.

“Sales engineering was my first foray from technical offensive security into ‘the dark side’ of cybersecurity sales, and the reason it worked is because I had deep technical knowledge, a focus on understanding the true nature of the problem that needed to be solved, and enough ability to communicate and build rapport to be able to add sales, marketing, and general business know-how to it with the appropriate mentorship and opportunity,” Ellis recently told Dice.

While security systems sales engineers need broad knowledge of the cybersecurity field, it’s also necessary to specialize in a particular area to better understand the products and services that are being sold and that clients and customers are interested in, said Jason Soroko, a senior fellow at security firm Sectigo.

“The best sales engineers that I have worked with made the customer feel comfortable knowing they were working with an expert. They truly were experts in both the underlying technology as well as knowing the customer’s objectives,” Soroko told Dice. “Everyone has to start somewhere, but technical mastery of a specific subject matter is needed to be trusted on important assignments. Whether it is certificate lifecycle management or firewall configuration, a good sales engineer is a go-to person to do everything from expertly demonstrating a product and answering questions, to implementing the system with the customers' needs in mind, maximizing the opportunity to delight the customer.”

What Skills Does a Security Systems Sales Engineer Need?

It’s no surprise that tech professionals interested in security systems and sales engineering roles need technical skills. This includes knowledge of the current cyber landscape as well as how security software and platforms are used to counter threats.

“In terms of skills needed, a sales engineer needs a high level of technical expertise which could be derived from being a support engineer for a few years, to start,” Soroko added. “But the difference will be made in being capable of understanding the needs of the sales team. Being able to demonstrate value in a product is required more than the skills of a true salesperson.”

Much like a cybersecurity engineer, a security sales system engineer can demonstrate technical expertise by obtaining one of the major cybersecurity certifications offered. The CyberSeek website details the major ones in the field, including:

The role of the security sales system engineer also requires a good deal of business acumen, along with knowing how best to communicate with technical customers and those clients in other lines of business.

“Deep technical knowledge of security systems, threat detection, and modern attack vectors is essential, as is the ability to quickly master new technologies and explain complex concepts clearly,” Stephen Kowski, field CTO at SlashNext, told Dice. “The sales aspect requires strong business acumen, excellent presentation skills and the ability to build trust through technical credibility. You will need to learn quickly on the fly without much room for error because the pressure can be high. It differs greatly from a typical IT environment regarding speed, expectations and self-driven development.”

Security Systems Sales Engineer Need: Where to Start?

For younger and less-experienced tech pros looking to break into security systems sales engineer positions, Ellis offers four pieces of advice to help start the journey. These include:

  • Seek out companies and individuals willing to take a risk on younger tech pros who are somewhat unpolished but who show enthusiasm and potential. In addition, tech pros should find mentors who started from a sales background and gradually worked their way toward the technical side. 

  • Learn to say no: Some of the most effective ways to build a reputation and earn a trusted advisor position involve telling someone that they don't need what you are selling, or that a sale to a customer isn't in the long-term interests of your employer. 
  • Pros who self-identify as “nerds” are often somewhat timid about delving into the industry’s customer-facing side. This is normal… but as an aspiring sales professional, they need to get over it. 
  • Learn to hustle and engage with folks through social media and content. Ultimately, a sales engineering role is all about communicating and translating effectively; self-taught marketing is an easy, low-barrier-to-entry way to begin to hone these skills.

“The prospects in this field are very strong, and learning sales, marketing and dealmaking skills as a technical or product-focused person is never a waste of time,” Ellis added. “People who [are] ‘computer good, and people good too’ and can provide that ‘bridge’ that a solution is ultimately rolled across are quite rare, and anyone who thinks they have the raw material to do this type of thing is well-served to check it out.”

What tech and security pros need to understand is that the sales side is performative and results-driven, which can weigh on someone not ready for that type of career pressure, Kowski said.

“I've hired highly technical people who were successful at selling but really disliked some high-pressure, results-driven aspects of the role. Success in this role requires a genuine passion for people, specifically helping others solve complex problems—compensation shouldn't be the primary motivator because you will experience highs and lows,” Kowski added. “Focus on developing technical foundations in security technologies while simultaneously building your communication and relationship management capabilities.”