Major Sales Engineer, New England

About the Role

We are hiring Majors Sales Engineers to support strategic and enterprise customers, selling the full Cato platform, including Cato SASE and Cato’s AI Security capabilities.

This role is designed for senior pre-sales professionals who can engage deeply with enterprise customers, lead complex technical evaluations, and articulate how networking, security, SaaS, and AI security come together in a single converged platform.

As a Majors Sales Engineer, you will partner closely with Account Executives to drive new business, expand existing accounts, and serve as the primary technical authority throughout the entire sales lifecycle.

AI Security at Cato Networks

Cato’s AI Security capabilities are natively integrated into the Cato SASE Cloud, extending protection beyond the network layer into SaaS and AI-powered applications. AI Security enables enterprises to securely adopt and govern AI-driven services by delivering real-time visibility, control, and protection against modern risks such as identity abuse, data leakage, misconfigurations, insider threats, and unauthorized AI usage.

This unified approach allows customers to manage networking, security, SaaS, and AI security from a single cloud-native platform.

Responsibilities

• Lead and drive technical validation of the Cato platform, including SASE and AI Security capabilities, for enterprise and strategic customers

• Deliver compelling product demonstrations and presentations aligned to customer business objectives and technical requirements

• Partner with Account Executives to support new business acquisition and account expansion through technical pre-sales activities, including demos, workshops, and architecture discussions

• Serve as the primary technical resource throughout the sales cycle, addressing objections and providing expert technical guidance

• Conduct discovery sessions, technical deep dives, and proof-of-value scoping to map customer use cases to Cato’s platform

• Respond to functional and technical elements of RFIs and RFPs

• Communicate customer feedback, feature requests, and technical insights to Product Management and Engineering teams

• Stay current on SASE, SaaS security, and AI security trends, emerging technologies, and competitive offerings

• Travel throughout assigned sales territory as required

Requirements

• 4+ years of experience as a Sales Engineer, Solutions Architect, or technical pre-sales professional, preferably selling enterprise Cybersecurity SaaS solutions

• Bachelor’s degree in Computer Science, Engineering, or a related field (or equivalent experience)

• Experience supporting complex, multi-stakeholder enterprise sales cycles

• Familiarity with value-selling methodologies such as MEDDIC, MEDDPICC, or SPICED

• Strong technical background with demonstrated experience in several of the following areas:

  • SASE, networking, and cloud security architectures

  • SaaS platforms and APIs

  • AI, machine learning, and AI-related security risks

  • REST APIs and integrations

  • Identity, SSO, IAM, and access control

  • SIEM and security analytics

  • Cloud platforms (AWS, Azure, GCP)

  • Kubernetes and modern cloud-native environments

• Excellent presentation and written communication skills for executive, technical, and RFP audiences

• Organized, analytical, adaptable, and creative problem-solver

• Startup or high-growth company experience preferred, with comfort operating in fast-paced environments with evolving processes

Role Overview

We are looking for a Sales Engineer in Southern California to serve as a technical resource for Cato Networks’ field sales organization.

In this role, you will manage the technology evaluation stage of the sales process, working with the sales team as the key technical advisor and product advocate for Cato’s solutions. You should be skilled at building business relationships, explaining technology and product positioning to business and technical users, and addressing technical issues across all stages of the sales process.

Responsibilities

• Provide technical validation of Cato Networks solutions to prospects.
• Develop and deliver product demonstrations.
• Present the product to customers and at field events such as conferences and seminars.
• Address functional and technical elements of RFIs and RFPs.
• Convey customer requirements to Product Management teams.
• Travel throughout the sales territory as required.

Requirements

• 4+ years of pre-sales or consulting experience working with network and/or cloud security products in a customer-facing role.
• Proven track record in software sales.
• Broad knowledge of networking technology, including:
  • LAN and WAN technologies
  • Switching and routing
  • Security, firewalls, and filtering technologies
  • Cloud
• Presentation skills and written communication skills for emails, RFPs, and reports.
• Organized, creative, and adaptable in approach and solution design.

Compensation and Benefits

A reasonable estimate of the OTE for this role, at the time of posting, is $250,000–$270,000.

Cato provides the pay range for open roles to help align with candidate needs. Exact compensation may vary based on skill set, experience, location, training, and certifications.

Cato provides a market-aligned salary and comprehensive benefits plan. Benefits for this role include health, vision, and dental insurance; 401(k); stock options; Health Savings and Flexible Spending Accounts; flexible time off; paid parental leave; and disability benefits.

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender

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