Manager, Solutions Engineering

Wellfound; San Francisco (CA); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Wellfound is seeking a Solutions Engineering Manager (SEM) to lead the AMER Enterprise Solutions Engineering team. You will recruit, mentor, and drive field collaboration to win cloud security deals, partnering with leaders to accelerate growth and customer success.

The role requires a proven leadership track record in solutions engineering, deep knowledge of security technologies, and the ability to scale a high-performing team in a fast-paced environment.

Qualifications

• 3+ years in solutions engineering leadership roles.
• 5+ years of individual contributor SE experience.
• Strong written and verbal communication and executive presentation skills.
• Ethical, high-integrity mindset with ability to drive results.
• Resilient and capable in fast-paced startup environments.
• Experience building and recruiting high-performance SE teams.

Responsibilities

• Recruit, hire, and onboard Solutions Engineers within the territory.
• Provide technical and business leadership for the SE organization.
• Mentor and coach SEs, define training curriculum.
• Support field SE in complex evaluations and customer environments.
• Partner with Channel teams to train Partner SEs for demos/POCs.
• Develop reference accounts and coordinate plans to grow business.
• Manage performance and retain top talent; run 1:1 coaching.
• Collaborate cross-functionally with support, CS, product, and engineering.
• Serve as escalation point for pre-sales and post-sales issues.
• Drive customer success and escalate cross-functionally as needed.

Job description

About the position:

The Solutions Engineering Manager (SEM) is a technical leadership position for our AMER Enterprise Solutions Engineering team. As an SEM you will have leadership responsibility for the Solutions Engineers within a specific region and will act as a working manager, leading from the front. She/he must be an experienced manager, with a demonstrable background as a dedicated Technology Executive with broad technology and business background, able to demonstrate consistent success in leveraging innovation to achieve revenue and sales growth. You will partner closely with our AMER Enterprise Solutions Leaders, to increase market share and develop and execute aggressive growth strategies across markets. The successful candidate will be focused on customer success and deliver world-class cloud security solutions. This individual will be a key leader in our growth and market leadership development.

You should also possess a strong reputation for achieving organizational goals and relationship development with key customer contacts.

Responsibilities include:

• Recruit, hire, and on-board new Solutions Engineers into your territory.
• Provide technical and business leadership for the SE organization promoting leadership by example.
• Responsible for training and mentoring new Solutions Engineers on the team and assist with defining periodic SE training curriculum.
• Support field SE team in complex evaluations, troubleshooting, and challenging customer environments.
• Assist Channel team in ensuring Partner SE's are trained and can support Netskope demos, POCs, and evaluations.
• Build maintain relationships with Key customers in the territory to solidify reference accounts and to assist the account teams with defining plans to drive more business.
• Manage performance and key talent closely ensuring that we are taking the necessary actions to retain top talent.
• Conduct ongoing 1:1's with team members to provide constructive feedback and skills development.
• Work cross functionally with support, customer success, product management, engineering, and other organizations to ensure alignment with the field, provide a process and product feedback.
• Provide an escalation point for pre-sales and post-sales technical issues that arise in the territory.
• Take an active role in your regions customer success and help resolve any customer satisfaction issues, escalating cross functionally when needed.

Job Requirements:

• 3+ years of previous successful solutions engineering leadership experience is essential.
• 5+ years as a successful individual contributor solutions engineering.
• Strong communication (written and verbal) and presentation skills ranging from tech level up to senior executives. Comfort in public speaking and presenting to both internal and external executive audiences.
• A reputation for unquestionable ethics and integrity.
• Big thinker striving to make a big impact and unwilling to accept mediocrity or Status Quo.
• Must have resiliency and tenacity to be successful in an extremely fast-paced, ever-changing environment.
• Solid track record in building, developing and recruiting high- performance teams based on a large network of talent in the software and systems industry.
• Ability to work with diverse groups of people; challenge and lead people toward their peak performance.
• Industry knowledge of security product market trends and directional awareness of Netskope’s roadmap and technology development efforts.
• In-depth knowledge of security technologies and product with prior experience selling security technologies including but not limited to: Proxies, NG Firewalls, SSL/IPSec, VPN’s, SSO, DLP and Encryption gateways.
• Knowledge of how to deliver comprehensive security solutions to Netskope’s customer base, and maintains a general understanding of competitive selling strategies.
• Travel: 50-75% within the region.
• Prior experience growing teams in early stage startups with limited resources
• Experience working in and selling cloud-based technologies (SaaS, IaaS, and PaaS)

Education:

• BS CS/EE or related (or equivalent work experience) preferred.

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