Manager, Sales Engineering
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Job Description
Sales Engineering Manager leading EMEA technical sales and a sales-engineering team for Chainguard, which delivers hardened, secure open-source software builds. Driving customer evaluations, technical strategy, and solution design.
Responsibilities:
- Partner with the International Sales Leader to help customers evaluate and prove the value of Chainguard’s solution.
- 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.
- Hire and staff Sales Engineers to support Chainguard’s EMEA business and growth.
- Set performance goals and conduct regular performance evaluations.
- Collaborate with sales teams to identify customer requirements and provide technical expertise during the sales process.
- Conduct product demonstrations, technical presentations, and proof-of-concept trials.
- Design customized solutions meeting customer needs and requirements.
- Develop technical proposals with specifications, architecture diagrams, and implementation plans.
- Build and maintain relationships with key customers as a trusted advisor.
- Provide ongoing technical support and address issues during and after the sales process.
- Monitor industry trends, competitive products, and emerging technologies relevant to EMEA.
- Provide product management feedback on customer requirements and market demands.
- Collaborate with product management, engineering, and marketing to align strategies with product capabilities.
- Create and maintain technical sales collateral, including presentations, data sheets, and white papers.
- Track and report key performance metrics, including Tech Wins/Losses, POV Time to Close, and ARR.
- Identify staff improvement areas and implement corrective actions.
- Monitor expenses and adhere to budgetary constraints.
Requirements:
- 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 EMEA.
- Experience with container technologies, including Kubernetes, Serverless, and Docker.
- Experience with cloud technology, including AWS, Azure, Google, etc.
- Experience with cloud security or container security.
- Experience with high-level development languages, including Java, JavaScript (Node), Python, and scripting.
- Experience with MEDDPICC and/or Command of the Message sales frameworks.
- Ability to act as a trusted advisor and build credibility with customers.
- Strong team-player orientation and commitment to mentoring peers.
- Ability to persevere to success.
Benefits:
- Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
- Receive stock options upon hire and promotion.
- Participate in secondary offerings and have 10 years to exercise your options.
- 100% covered health, vision and dental insurance premiums for you and your dependents.
- ∞ Flexible Time Off.
- 18 weeks paid parental leave for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout the child's first year.
- Team meetup opportunities.
- Bi-annual destination summits.
- Monthly stipend for coworking spaces, phone and internet costs.
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