Manager of Sales Engineering for Mid-Market

2 weeks ago

Bodega Bay, California, United States Abnormal Security Full time
Job OverviewPosition Summary

The Sales Engineering Manager is tasked with overseeing the daily operations of the Sales Engineering team, ensuring optimal performance from each member and driving team success. This role involves managing a group of Sales Engineers focused on the Mid-Market segment, aiming to enhance technical win rates while developing systems and processes that facilitate organizational growth. This position is remote, ideally suited for candidates in central or mountain time zones to effectively manage teams across various U.S. time zones.

Key Responsibilities
  • Lead a team of Sales Engineers to achieve high performance and individual excellence.
  • Oversee daily activities of the Sales Engineering team, including one-on-one meetings, escalations, coaching, and adherence to established processes.
  • Recruit top-tier Sales Engineering talent as needed.
  • Develop and refine systems, processes, and resources to enable new hires to quickly become productive and existing team members to enhance their effectiveness.
  • Conduct assessments of both technical and interpersonal skills to ensure Sales Engineers maintain necessary technical expertise and perform their pre-sales responsibilities effectively.
  • Collaborate closely with the Product team to represent customer needs and assist in prioritizing feature requests and future product developments.
  • Support sales initiatives in a dual role as both a contributor and a mentor.
  • Ensure the Sales Engineering team effectively supports sales initiatives, including creating POV summary presentations that showcase value, conducting product demonstrations, qualifying accounts/opportunities, highlighting competitive advantages, and presenting Abnormal Security's solutions in a credible and professional manner.
  • Deliver sales presentations and product demonstrations for key accounts.
  • Work with Sales management to identify and implement improvements in the sales process.
Qualifications / Skills
  • At least 5 years of leadership experience in Sales Engineering.
  • Demonstrated success in managing teams and individuals to exceed performance expectations.
  • Proven ability to scale teams, including developing processes, enabling resources, and implementing systems to measure success.
  • Excellent presentation skills and effective communication abilities.
  • Capability to train a large team on best practices.
  • Self-motivated with a proactive approach to managing multiple tasks, projects, and responsibilities simultaneously.
  • Strong understanding of the cybersecurity and/or email security landscape (e.g., MX Records, SPF/DKIM/DMARC, MTAs, Secure Email Gateways, SIEM, SOAR, endpoint tools).
  • Exceptional product intuition and ability to engage with customers and the product team.
  • Skilled in enterprise-level, consultative sales.
  • Commitment to our organizational culture principles.
  • Metrics-driven, innovative thinker who thrives in ambiguous situations.
  • Experience in start-up environments is advantageous, particularly in early-stage companies competing against larger firms.

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