Sales Engineering Lead

2 months 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 fostering a successful team environment. 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 SEs and business across all US time zones.

Key Responsibilities
  • Lead a team of Sales Engineers, promoting high standards and individual excellence.
  • Oversee daily team operations, including one-on-one meetings, escalations, coaching, and adherence to established processes.
  • Recruit exceptional Sales Engineering talent as needed.
  • Develop and refine systems, processes, and resources to enable new hires to achieve productivity swiftly and enhance the effectiveness of current team members.
  • Conduct assessments of both technical and interpersonal skills to ensure Sales Engineers maintain necessary technical knowledge and can competently fulfill their pre-sales responsibilities.
  • 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 mentor.
  • Ensure the Sales Engineering team effectively supports sales efforts, including creating POV summary presentations that showcase value, delivering 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 in partnership with Sales management to enhance sales processes.
Qualifications and Skills
  • At least 5 years of leadership experience in Sales Engineering.
  • Demonstrated success in managing teams and individuals to exceed expectations and achieve goals.
  • Proven capability in scaling teams, including developing processes, enablement resources, and systems to monitor success.
  • Strong presentation abilities and effective communication skills.
  • Experience in training large teams on best practices.
  • Self-motivated with the ability to manage multiple tasks, projects, and responsibilities concurrently.
  • Solid understanding of the cybersecurity and/or email security landscape.
  • Excellent product intuition and the ability to communicate effectively with customers and the product team.
  • Skilled in enterprise-level, consultative sales approaches.
  • Commitment to the company's 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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