Sales Engineer at HUMAN Security · San Francisco Bay Area

I Am Milad Sohrabi a Sales Engineer a Customer Advocate a Problem Solver

2023 President's Club · Top Sales Engineer

Milad Sohrabi

Cyber Security Is My Craft. Customers Are My Why.

My name is Milad Sohrabi. I'm a Sales Engineer at HUMAN Security, where I help some of the world's largest digital businesses stop bots, account takeover and fraud across their web and mobile applications. In 2023 I was named to HUMAN's President's Club as Top Sales Engineer.

I got here the long way, and I'm proud of it. I started in retail at Micro Center, worked my way through onboarding, data consulting and support, then spent years in customer success and technical account management before moving into sales engineering. That path taught me to see every deal from the customer's side: what they're trying to protect, what's keeping them up at night, and what "success" looks like long after the contract is signed.

Today I sit across the full lifecycle: running discovery, demos and proofs of concept with prospects, then staying close as a trusted advisor once they're customers. I love the puzzle of security, I love seeing customers win, and I bring the same energy to a late-night escalation as I do to a first meeting.


Education
  • San Jose State University

    B.S., Management Information Systems

  • Clubs

    Management Information Systems Association

  • Certification

    Be a Great Mentor: A Practical Guide to Mentorship


At a Glance
  • Sales Engineering

    4+ years · HUMAN & PerimeterX

  • Customer Success & TAM

    5+ years · PerimeterX & WhiteHat

  • Cyber Security

    9+ years · since 2017


Core Strengths
Security
  • Bot Mitigation
  • Account Takeover Prevention
  • Fraud & Abuse Detection
  • Application Security / SDLC
  • Web & Mobile SDK Protection
  • CDN & Edge Integrations
Sales Engineering
  • Discovery
  • Technical Demos
  • Proofs of Concept
  • Solution Design
  • RFPs & Security Reviews
Customer Success
  • Strategic Account Planning
  • Business Reviews
  • Renewals & Expansion
  • Onboarding & Time-to-Value
  • Escalation Management
  • Mentoring & Team Leadership

What I Do

Sales Engineering

I lead the technical side of the sale, from discovery and tailored demos to proofs of concept, showing prospects exactly how HUMAN protects their business and earning their confidence before they sign.

Bot & Fraud Defense

I help teams detect and stop automated attacks, account takeover, carding and scraping on web and native mobile apps, integrating at the edge, in the app or through the CDN.

Application Security

From my WhiteHat Security days, I advise on identifying and remediating vulnerabilities across the Software Development Lifecycle so security becomes part of how teams build.

Customer Success

I build strategic account plans, run business reviews and stay ahead of usage and adoption gaps. My focus is driving value and growth while protecting recurring revenue.

Technical Account Management

For the most strategic enterprise customers, I'm the trusted advisor and single point of escalation, the person who knows their environment and makes sure nothing falls through the cracks.

Onboarding & Enablement

I design onboarding programs that shrink time-to-value, including the mobile SDK onboarding process at PerimeterX, and create training, documentation and video content customers actually use.

2023

President's Club · Top Sales Engineer

9+

Years in Cyber Security

13+

Years in Customer-Facing Tech Roles

3

Languages: English, Persian & Spanish

Experience

HUMAN Security
Aug 2022 – Present
Sales Engineer · San Francisco Bay Area
  • 2023 President's Club – Top Sales Engineer.
  • Joined HUMAN through its August 2022 merger with PerimeterX and continued as a full-time Sales Engineer for HUMAN's account protection, bot mitigation and fraud defense platform.
  • Also served part-time as Technical Account Manager for the company's most strategic customers through the transition, until September 2022.
PerimeterX
2018 – Aug 2022 · 4 years
Sales Engineer · May 2022 – Aug 2022
  • Demonstrated the value of PerimeterX's comprehensive account protection platform to prospects and customers, with visibility across the full pre- and post-sales process.
  • Kept a part-time Technical Account Manager role, advocating for the most strategic customers.
Technical Account Manager, Strategic & Enterprise · 2022
  • Owned the largest and most strategic enterprise customers.
  • Team lead and mentor to the Mid-Market team; responsible for partner success.
Senior Customer Success Engineer, Enterprise · 2021 – 2022
Customer Success Engineer, Mid-Market · 2018 – 2021
  • Owned the customer relationship end to end: roadmap, escalations, training and advocacy. Acted as the primary escalation point for business and technical issues.
  • Built and executed strategic account plans to grow product adoption and minimize lost monthly recurring revenue.
  • Ran customer business reviews and partnered with Product and Marketing to brief customers on releases, industry trends and new threats.
  • Proactively tracked contract usage, consumption gaps and traffic patterns to surface expansion opportunities and head off issues.
  • Cut time-to-value with live training, documentation and recorded video content.
  • Led the rollout of the team's Customer Success platform and defined a new onboarding process for the mobile SDK.
WhiteHat Security
2017 – 2018
Customer Success Manager · San Jose, CA
  • Accountable for customers' overall success: renewals, adoption, health and satisfaction.
  • Carried a renewal, upsell and cross-sell quota, partnering with field sales to develop expansion opportunities.
  • Built trusted-advisor relationships with customer managers and executive sponsors, and served as the voice of the customer internally.
Demandbase
2015 – 2017 · 2 years
Customer Support Engineer · 2016 – 2017
Senior Data Solutions Consultant / Data Solutions Consultant · 2015 – 2016
  • Advised customers on B2B account-based marketing best practices and translated business requirements into strategic recommendations.
  • Reviewed target account lists for data quality and partnered with the data team to continually improve the database.
  • Educated presales teams on evolving best practices and maintained customer-facing and internal reference materials.
Gainsight
2013 – 2015
Service Implementation Associate
  • Onboarded new customers onto the leading Customer Success platform while supporting multiple project managers at once.
  • Loaded and transformed large customer datasets with ETL tools (Jitterbit, Workbench) and built Salesforce dashboards.
  • Built and customized demo environments, managed product trials and partnered with prospects' technical stakeholders.
Earlier Experience
2002 – 2012
  • ExaFort, Business Development Intern (2012): Salesforce Administrator training; supported the CEO on Dreamforce '12 marketing.
  • Micro Center, Customer Service Representative (2007 – 2008): top seller in attachment plans through the Intel Core 2 Duo launch and the holiday rush.
  • Force10 Networks & Procket Networks, Summer Internships.
Community

Gain Grow Retain, Member (2021 – 2022): an active community of Customer Success leaders sharing best practices.

Get In Touch

Hiring for sales engineering, solutions engineering or customer-facing security roles, or want to talk bots, fraud and account protection? I'd love to hear from you.

Email

[email protected]

LinkedIn

in/milad-sohrabi

Location

San Francisco Bay Area, CA