Sales Engineer (Public Sector / Defence)

Overview

In this role you will be the technical voice for UK defence customers, partnering with a Defence Account Executive to protect mission-critical data. You will own the technical narrative in a high-visibility defence segment and shape Rubrik's go-to-market approach for defence. You’ll lead discovery and whiteboarding to translate security risks into business cases, and demonstrate Rubrik’s data resilience and remediation solutions. The position combines hands-on technical work with strategic stakeholder engagement to drive pipeline and impact in the public sector.

Responsibilities

• Partner with Defence AE to create and run account plans across MOD and defence community
• Lead technical discovery and whiteboarding sessions to identify operational and security risks and translate them into business cases
• Architect and demonstrate Rubrik's Data Resilience, Observability and Remediation solutions for defence organisations
• Run proofs of concept from scoping to success criteria and build customer confidence in security-conscious environments
• Generate pipeline with AE across new and existing accounts, identify white space and expansion opportunities
• Qualify opportunities on technical requirements, competition, decision process and funding
• Act as a trusted advisor to customers and partners, sharing field learnings with Product and Sales Enablement
• Grow with the team by learning from experienced SEs and contributing to the SE community

Key requirements

• Strong experience in a sales engineering, solutions architecture or technical pre-sales role
• Solid grounding in infrastructure and security (backup and recovery, cyber resilience, cloud, enterprise data centres)
• Experience running technical discovery, demos and POCs and managing multiple customer conversations
• Confidence engaging both hands-on technical teams and senior stakeholders
• Drive and resilience to build pipeline in a long-cycle, relationship-led market
• Coachable mindset with curiosity and hunger to win alongside AE

• communication
• collaboration
• business-focused storytelling
• infrastructure and security
• backup and recovery
• cyber resilience

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