# Director, Global Solutions Engineering

**Company:** [UpGuard](https://hotfix.jobs/companies/upguard)
**Location:** Remote
**Role:** Sales Engineering
**Salary:** $250k – $279k/yr
**Experience:** 8+ years
**Skills:** Sales Engineering, Solutions Engineering, Pre-Sales, post-sales support, rfps, security assessments, technical enablement, channel enablement, Cybersecurity, value engineering, proofs of concept, Product Roadmap
**Posted:** 2026-07-20

> Lead global Sales Engineering and Solutions Consulting teams as a manager of managers. Own technical wins in pre-sales, post-sales escalations, RFPs, partner enablement, and customer feedback to Product for a cybersecurity company. Requires track record building technical teams, hands-on customer leadership, and revenue leadership experience.

## Job Description

## Responsibilities
- Lead a global, multi-layered team of managers and their teams of Sales Engineers and Solutions Consultants across regions. Hire, coach, and retain top technical talent; set clear career paths; and build a culture of technical excellence, curiosity, and customer obsession.
- Own the technical win in pre-sales. Lead the Sales Engineering team to drive pipeline conversion through world-class demos, proofs of concept, technical discovery, and value engineering.
- Own the post-sales technical escalation path. Lead the Solutions Consultants team as the technical escalation path for CSMs and the driver of technical cross-sell across the product suite.
- Stay hands-on when it counts. Personally jump into high-stakes customer calls and lead them, setting the technical bar by example.
- Elevate RFPs and security assessments. Build a scalable function for RFPs, security questionnaires, and technical/security assessments — improving accuracy, consistency, turnaround, and building reusable content to raise win rates.
- Enable and scale the channel. Technically enable partners through training, certification, demo readiness, and deal support.
- Partner with Enablement to design and deliver technical training, certification, demo standards, and competitive playbooks.
- Be the voice of the customer to Product. Capture field and technical feedback to influence the product roadmap.
- Operate as a revenue leader. Contribute to forecasting, capacity planning, go-to-market strategy, and define metrics and processes for the function.

## Requirements
- Demonstrated track record of building and leading a world-class Solutions/Sales Engineering team, raising the technical bar of an organization.
- Experience selling and supporting a genuinely technical product to technical buyers and evaluators (engineers, security teams, architects). Cybersecurity or security/GRC experience strongly preferred.
- Proven experience as a manager of managers leading distributed or global teams across multiple time zones.
- Ownership of the technical experience across the full customer journey — from technical win in new business through post-sales technical support and cross-sell.
- Hands-on disposition, credible and willing to step into and lead high-stakes customer calls.
- Track record of building or scaling RFP/security assessment functions and lifting win rates through repeatable process and reusable content.
- Experience technically enabling channel/partner ecosystems so partners can independently represent and implement the product.
- Strong partnership orientation, having worked shoulder-to-shoulder with Sales, Customer Success, Product, and Enablement.
- Excellent executive communication skills; credible with C-level buyers and hands-on technical evaluators.
- Comfort operating in a fast-paced, high-growth, remote-first environment.

## Nice-to-Haves
- Cybersecurity or security/GRC domain expertise.

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