Manager, Sales Engineering - EMEA

Chainguard; United States; Remote; USD 150,000 - 210,000; Full time

Job summary

Chainguard is seeking a Sales Engineering Leader to partner with our International Sales Leader to win EMEA deals and drive technical sales strategy. You will guide technical evaluations, run product demonstrations, and craft implementation plans that meet customer needs.

The role includes hiring and mentoring a high-performance SE team, setting goals, and collaborating with product, engineering, and marketing.

Qualifications

• 5+ years in Sales Engineering Leadership supporting clients in EMEA.
• 4+ years as a Sales Engineer supporting clients in the EMEA.
• Experience with MEDDPICC or Command of the Message sales frameworks.
• Strong ability to develop technical proposals and run product demos.

Responsibilities

• Lead and mentor the SE team across the EMEA region.
• Partner with International Sales Leader to plan and execute strategies.
• Conduct product demonstrations, POCs, and technical evaluations.
• Develop technical proposals, architecture diagrams, and implementation plans.
• Build relationships with key customers, acting as trusted advisor.
• Hire and staff Sales Engineers to support growth and retention.

Skills

Sales leadership

EMEA experience

Sales engineering

Kubernetes

Docker

Cloud platforms (AWS)

Cloud platforms (Azure)

Cloud platforms (Google Cloud)

Cloud security

Java

JavaScript

Python

MEDDPICC

Command of the Message

Technical demos

Proposal development

Job description

Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk. Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake. Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

What you'll do:

• Partner with our International Sales Leader to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for EMEA clients.
• Lead and manage a team of sales engineers, providing guidance, mentorship, and professional development opportunities.
• Hiring/Staffing of Sales Engineers to support Chainguard's EMEA business and its growth
• Set performance goals and conduct regular performance evaluations:
• Collaborate with the sales team to identify customer requirements and provide technical expertise during the sales process.
• Conduct product demonstrations, technical presentations, and proof-of-concept trials to showcase product capabilities.
• Design customized solutions that meet customer needs and requirements.
• Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans.
• Build and maintain strong relationships with key customers, acting as a trusted advisor.
• Provide ongoing technical support and address any issues or concerns that arise during and after the sales process.
• Stay current with industry trends, competitive products, and emerging technologies relevant to the EMEA region.
• Provide feedback to product management on customer requirements and market demands
• Work closely with product management, engineering, and marketing teams to ensure alignment of strategies with product capabilities.
• Create and maintain technical sales collateral, including presentations, data sheets, and white papers pertinent to the EMEA business.
• Track and report on key performance metrics, including Tech Wins/Losses, POV Time to Close, ARR
• Identify areas for staff improvement and implement corrective actions as needed.
• Monitor expenses and ensure adherence to budgetary constraints

What we're looking for:

• Minimum of 5+ years experience in a Sales Engineering Leadership supporting clients in EMEA.
• Minimum of 4+ years experience as a Sales Engineer supporting clients in the EMEA
• Container technologies (Kubernetes, Serverless, Docker)
• Cloud technology (AWS, Azure, Google, etc.)
• Cloud security or containers security
• High-level Development languages (Java, JavaScript (Node), Python and scripting)
• Experience with MEDDPICC and or Command of the Message sales frameworks
• Smart and passionate people that can persevere to success.
• Peopl