Director, Sales Engineering
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Job Description
Director of Sales Engineering at Menlo Security, driving technical excellence and revenue growth in US Commercial and Enterprise segments. Mentoring Sales Engineers and optimizing technical sales processes.
Responsibilities:
- Work with sales leadership and clients to design, create and present business solutions to increase client revenue growth.
- Establish key performance metrics and targets for the Sales Engineering team, regularly monitoring performance against goals and implementing strategies to drive improvement.
- Collaborate with sales leadership to develop and execute effective sales strategies that align with company objectives and customer needs.
- Oversee the technical validation process, ensuring POVs are scoped correctly, executed efficiently, and tied directly to business value.
- Partner with global SE Leadership to refine and scale the core sales engineering processes such as discovery, technical qualification, targeted demos, and targeted POVs.
- Provide leadership and engagement with key Menlo Partners and customers
- Participate in regional industry events/organizations as a thought leader.
- Drives regional product requirements with Product Management and Engineering.
- Analyze market trends, competitive landscape, and customer feedback to identify opportunities for optimization and differentiation.
Requirements:
- Bachelor’s Degree in Engineering or a related field or equivalent experience
- 10+ years of experience in sales engineering or systems engineering with at least 2 years managing and directing a sales engineering team.
- In-depth knowledge of IT Security Technology: Particularly hands on experience in the deployment, configuration and troubleshooting of Web Proxy technologies
- In depth experience with SMTP, NGFW, SAML, ADFS, SSL
- Experience with DLP, CASB and SD-WAN technologies a plus
- Strong expertise in cloud infrastructure, virtualization (VDI/RDS), Zero Trust Network Access (ZTNA), or application delivery technology
- Knowledge in GenAI playbooks for LLMs, Small Language Models (SLMs), retrieval-augmented generation (RAG), and agentic architectures
- Demonstrated success working with Fortune 1000 companies.
- Strong customer relationship and people skills as well as strong written communications and presentation skills.
- Excellent project management skills.
- Ability to influence technical decision makers and executives.
- Ability to travel frequently.
Benefits:
- All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance.
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