Sales Engineer (Public Sector / Defence)

About this role

Responsibilities

• Partner with the Defence Account Executive to build and run account plans across the MOD, the armed forces and the wider defence community, so Rubrik is in the room when mission-critical data resilience decisions are made
• Lead technical discovery and whiteboarding sessions that uncover customers' real operational and security risks, then translate them into clear business cases for technical teams and senior stakeholders
• Architect and demonstrate Rubrik's Data Resilience, Observability and Remediation solutions, helping defence organisations recover quickly and keep operating when it matters most
• Run proofs of concept from scoping through to success criteria, giving customers confidence in how Rubrik performs in complex, security-conscious environments
• Generate pipeline alongside your AE across new prospects and existing accounts, identifying white space and expansion opportunities
• Qualify opportunities on technical requirements, competition, decision-making process and funding, so the team focuses effort where it can win
• Act as a trusted advisor to customers and partners, and share what you learn from the field with Product and Sales Enablement to shape how we serve the public sector
• Grow with the team: learn from experienced SEs, contribute to the SE community and build your expertise in Rubrik's expanding security platform
• Experience You'll Need
• Strong experience in a sales engineering, solutions architecture or technical pre-sales role, ideally in infrastructure, data protection or security
• Solid grounding in infrastructure and security, including backup and recovery, cyber resilience, cloud (Azure and/or AWS) and enterprise data centre environments
• A track record of running technical discovery, demos and POCs, and handling multiple customer conversations with fast follow-up
• Confidence engaging both hands-on technical teams and senior stakeholders, and framing technology around business and mission outcomes
• The drive and resilience to build pipeline in a long-cycle, relationship-led market and keep going when deals get complex
• A coachable mindset, with the curiosity to keep learning and the hunger to win alongside your AE
• Preferred Qualifications
• Experience working in or selling to UK defence (MOD, Royal Navy, RAF, British Army) or defence primes, or a military or defence background
• Experience selling into UK public sector or regulated enterprise environments
• Existing security clearance (SC or above), or eligibility to obtain one
• Familiarity with defence procurement, frameworks and compliance requirements
• Knowledge of the competitive data protection landscape