Manager, Sales Engineering - EMEA
Manages and grows an EMEA Sales Engineering team while leading technical evaluations, demonstrations, proofs of concept, solution design, and customer engagements. Requires at least five years of Sales Engineering leadership experience supporting EMEA clients and strong cloud, container, security, and programming expertise.
About the job
Responsibilities
- Partner with the International Sales Leader to evaluate customer needs, demonstrate solution value, and develop technical sales strategies and account plans for EMEA clients.
- Lead, manage, hire, and staff a team of Sales Engineers supporting EMEA growth.
- Set performance goals, conduct evaluations, mentor team members, and implement corrective actions and staff improvements.
- Collaborate with sales to identify requirements and provide technical expertise throughout the sales process.
- Conduct product demonstrations, technical presentations, and proof-of-concept trials.
- Design customized solutions and develop technical proposals with specifications, architecture diagrams, and implementation plans.
- Build customer relationships as a trusted technical advisor and provide ongoing technical support.
- Monitor industry trends, competitive products, and emerging technologies relevant to EMEA.
- Provide customer and market feedback to Product Management and collaborate with Product, Engineering, and Marketing.
- Create technical sales collateral, including presentations, data sheets, and white papers.
- Track technical sales metrics, including tech wins/losses, POV time to close, and ARR.
- Monitor expenses and maintain budget adherence.
Requirements
- 5+ years of experience in Sales Engineering leadership supporting EMEA clients.
- 4+ years of experience as a Sales Engineer supporting EMEA clients.
- Experience with container technologies such as Kubernetes, serverless technologies, and Docker.
- Experience with cloud technologies such as AWS, Azure, or Google Cloud.
- Experience with cloud security or container security.
- Proficiency with Java, JavaScript/Node.js, Python, and scripting.
- Experience with MEDDPICC and/or Command of the Message sales frameworks.
- Ability to build credibility with customers and act as a trusted advisor.
- Strong collaboration, mentoring, and team skills.
Skills
Kubernetes, Serverless, Docker, AWS, Microsoft Azure, GCP, Cloud Security, Container Security, Java, JavaScript, Node.js, Python, MEDDPICC, Command Of The Message
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