Director of Sales Engineering

  • Reference CK-POJ-210902-02
  • Remuneration Competitive Plus Equity
  • Role/TypePermanent/Full Time
  • LocationUnited States
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Director of Sales Engineering

The Role

Reporting directly to the Global Sales Leader, the Director of Sales Engineering's primary responsibility is to lead the pre-sales team in support of achieving the sales goals and preparing the organisation to delivering value to the clients customers. The Director of Sales Engineering will lead and grow an outstanding team of Sales Engineers and will work with the sales team in a pre-sales leadership role to develop and position solutions for our clients prospects and customers. This person will work as an equal partner with the sales team in their go to market strategy including working with their partners, developing technical sales talent within the team, and positioning their product and services portfolio to meet growing customer needs.

Given the critical nature and company-wide impact of the function, this role will be in direct and continuous engagement with senior management and the executive leadership team across engineering, product, customer success and marketing. This leader will be excellent at leading by example in strategic business conversations with CIOs, CISO's & Heads of Governance, Risk and Compliance.

The Sales Engineering function in our clients organisation is the primary technical function within the Sales organization, providing pre-sales support to the Account Executives and directly contributing to the clients revenue objectives. As the "trusted advisors" in the sales process, the Sales Engineers help to build interest in the organiation and then lead any technical activities (demo's, POC's, workshops, webinars etc.) that help provide the prospect with the proof that they need to make their purchasing decision. They will ensure the sales engineering team is executing technical wins; identifying and mitigating technical risk; driving pipeline; and advancing and evangelizing the strategic direction of our clients risk management and cyber security platform.

The leader will own objectives related to the clients ability to deliver compelling, highly technical customer engagements in the field, enablement of the team and ensuring excellence in their execution.

S/he will build and deliver repeatable Sales processes, detail-oriented standards and hygienic pipeline management. S/he thrives in a culture of accountability with a focus on results, including integration with other functions and ensuring other functions are aligned, in order to turn Sales promises into successful customer outcomes. The VP Global Sales is passionate about the Sales profession, has thorough knowledge around all things Sales and is invested in Sales success as part of company success.

The successful postholder will create a strong, positive, accountable function. A function that has clear, efficient processes, is underpinned by a high standards, attention to detail and hygienic pipeline management. Thriving in a culture of high accountability the Director of Sales Engineering, will ensure that all teams and team members, work collaboratively and are aligned around overall results and successful customer outcomes.

Responsibilities

1. Sales Leadership

  •      Implement best practices across Sales lifecycle, maintain high standards, act as a role model for others and lead by example. Ensure effective Salesforce operations and accurate forecasting
  •      Differentiate the client and its solutions from the competition
  •      Collaborate to leverage the organisation to get the right resources to the right opportunities, even in the face of the most complicated challenges
  •      Take accountability for all customer-facing functions, with a hands-on coaching approach
  •      Develop and maintain key customer and partner relationships and implement new strategies for expanding the company's customer base
  •      Ensure Sales team has skills and training around winning prospecting techniques for securing new clients, key account management, and general account maintenance and address any training gaps
  •      Create a high performing diverse team through objective evaluation of talent and skills
  •      Face up to people issues quickly and directly
  •      Hire to a high standard and with urgency
  •      Maintain a bench of candidates throughout industry and other organisations as well as internal networks
  •      Set challenging goals that stretch performance levels
  •      Set clear expectations and continually provide direct reports with feedback on performance and coaching to support their growth and success

2. Sales Execution

  •      Ensure successful execution of the Sales model to meet or exceed bookings and revenue goals in alignment with the company's core values
  •      Engage with customers to develop strong qualitative and quantitative business cases for the solutions they are selling
  •      Manage overall Sales process set and appropriate metrics for Sales funnel management
  •      Define and improve a sales workflow to achieve repeatable success
  •      Accurate forecasting of monthly and quarterly bookings and management of a tight pipeline
  •      Establish compensation, training and sales incentive programmes
  •      Inspect opportunities, understand customer situations and coach to increase success and predictability

 

The Person

The role will require an individual to establish a result and performance-based culture while infusing an appropriate level of process and prioritization. This executive will be a strong leader and an equally strong strategic thinker when given the responsibility of scaling the business. The VP Global Sales will be well-organised and self-motivated with intellectual horsepower to spare, focused on what's right for the business, not what's right for the individual or function. They will have an entrepreneurial mindset, excited by opening new markets and creating categories. They will demonstrate personal qualities that make them a cultural fit for the client, where they emphasise character and values as well as capabilities and results. As such, they will be a modern-day leader and manager, and a genuine inspirer of teams, embracing a growth mindset; comfortable both giving and receiving feedback and demonstrating vulnerability as a critical component to constant growth. Consistent with our clients values, they will have a deeply held sense of honesty and integrity. They will live by high standards and demand to be held accountable.

Key Personal Qualities

1. Executive Leadership

  •      Entrepreneurial mindset, excited by opening new markets and creating categories
  •      Strong evangelist for customers and can distil and filter customer feedback to the management team in order to drive strategic product decisions
  •      Uses internal and external data to create innovative new strategies, process and products that add value
  •      Relies on facts, knowing the market and the competition. Thinks deeply about choices and when faced with conflicting interests place those of the customers, the company and their people above their own
  •      Anticipates change. Looks for potential issues, identifies root cause as well as proactively looking for unintended consequences
  •      Takes decisions seriously and changes direction when it's the right thing to do.
  •      Won't let bureaucracy get in the way of making decisions
  •      Ability to adapt to a fast-changing environment, diverse cultures and distributed teams
  •      Provides the context for decisions and makes clear how they serve the company and the customers. Confidently justifies position when challenged
  •      Demonstrates ability to set the agenda by evaluating and prioritizing business needs in a changing environment
  •      Knows that strong relationships bring not only great business success, but great personal fulfilment
  •      Knows that 'why' the client want to achieve something is as important as 'what' they want to achieve

2. Sales Leadership

  •      Inspires and motivates teams to achieve results and individuals to perform to their potential
  •      Operational and strategic thinking. When it comes to scaling the business and Improving processes
  •      Excellent communication and presentation skills. Must have the gravitas to build strong, trusted relationships at all levels
  •      Can clearly communicate the links between company and team goals
  •      Carefully defines success and is relentless about communicating that vision in terms that are simple, vivid, and compelling to their global team
  •      Articulates clear tactical plans and alternatives for driving performance against strategy

3. Sales Execution

  •      A strong understanding of how global enterprise companies buy critical technology
  •      Develops and leverages lead and lag indicators to maintain a predictable and repeatable business
  •      Incorporates feedback to make process improvements/course corrections
  •      Displays operational rigor founded on thoughtful and repeatable processes
  •      Sets clear priorities and executes to achieve goals linked to company strategy
  •      Genuine interest in solving customer problems, creating original solutions
  •      Identifies and translate business problems into the clients value prop
  •      Builds and owns ecosystem - partners, personal network, other complementary vendors, CISOs, etc.
  •      Experience with or open to Sales methodologies - balancing science and art of selling — as well as planning at territory, account, opportunity and meeting level

Experience

The VP Global Sales will be a proven leader who has consistently overachieved in high growth environments and has actively contributed to building high-performance selling organizations. This person will have a demonstrated track record of excelling in a player coach role as well as recruiting, training and motivating "A+" teams of Sales executives. In addition to hiring, training, motivating and leading the Sales organization by example, the VP Global Sales will be a professional "relationship developer", an executive with a proven track record in developing and driving high quality customer relationships. The role will also require a business-oriented executive who has experience recognizing changing market dynamics and will contribute to the company strategy in a collaborative way. They are likely to have 8+ years' experience leading and selling in the security and/or data analytics ecosystem.

1. Executive Leadership

  •      Experience of operating at a senior level within both corporate and early stage, high growth environments would be hugely beneficial
  •      Worked in comparable sized SaaS business operating at a similar cadence (selling complicated things to complicated companies)
  •      Accustomed to the demands of a UK HQ'd, fast-growth, funded business; ideally will have spent time in an HQ role as part of the executive team
  •      Track record of success in hyper-growth SaaS ventures where the product and/or market is constantly evolving
  •      Worked for a challenger, and shown success against a tough competitive landscape and has an appetite to do it again

2. Sales Leadership

  •      A proven entrepreneurial leader, unafraid to roll up sleeves get it done lead from the front
  •      Understanding of how to structure and motivate a go-to-market team, as well as overseeing all business functions including but not limited to Marketing, Customer Success, Ops, Product and Finance
  •      A strong understanding of how global enterprise companies buy critical technology
  •      Presents with gravitas. Will be a strong commercial leader
  •      Broad, international experience with a great understanding of geographical nuances  Knowledge of and/or interest in the automotive industry and B2B/Sales & Marketing software products is a plus
  •      Established network of relationships with potential customers in Financial Services and other regulated markets
  •      Experience building and scaling a Sales team within emerging markets and complex buying environments
  •      Experienced in metrics driven business models. Strong Sales methodology discipline. Proven success with consultative Sales models. Ability to create repeatable sustainable models
  •      Experience in both startup stage and later growth stage companies

3. Sales Execution

  •      Demonstrable strong track record of increasing deal value, with a keen sense of how to present sophisticated solutions-based propositions to market
  •      Worked in comparable sized SaaS business operating at a similar cadence (selling complicated things to complicated companies)
  •      Experienced excellence around Sales process skills and disciplines. Ability to take a planned, data-oriented and analytical approach, including a transparent and accurate forecasting process
  •      Experience securing and closing multimillion $ SaaS deals within a land and expand model
  •      Strong track record of increasing deal value, with a keen sense of how to present sophisticated solutions-based propositions to market

 

Director of Sales Engineering

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