Director of Sales Engineering

San Francisco, CA

The Director, Sales Engineering will lead OPSWAT’s global sales engineering team.  The Sales Engineering team is comprised of customer-facing technical product and industry experts who effectively describe and demonstrate our solution, as well as promote our vision and approach to enterprises of all sizes and verticals.  In addition, the Director, Sales Engineering will be the primary liaison to the engineering team to drive the direction of the product. The ideal candidate will have previous leadership experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales.

What You Will Be Doing

  • Recruit, hire, and onboard new sales engineers around the globe.
  • Provide technical and business leadership for the SE organization promoting leadership by example.
  • Responsible for training and mentoring sales engineers on the team and assist with defining periodic SE training curriculum.
  • Plan, execute and monitor country specific partner enablement activities such as training, technical workshops, webinars, white-boarding sessions etc.
  • Travel within assigned territory to develop relationship with sales engineers, region sales team members, key channel partners, and distributors.
  • Serve as the main technical lead on sales calls and educate the sales engineers, sales managers, partners, customers on issues ranging from product features, technology, functionalities and new offerings.
  • Conduct frequent technical knowledge sharing sessions for internal teams, partners and distributors to highlight products and solutions.
  • Maintain technical blockers database, and evaluate and prioritize requests for product changes and enhancements.
  • Prioritize customer requirements and present business case to the product development team for feature request.
  • Closely monitor Proof-of-Concept (PoC) assigned to SE team or managed by partner to ensure highest success rate.
  • 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 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 Customer Success, Product Management, Engineering, and other organizations to ensure alignment with the field.
  • 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.

What We Need from You

  • BS CS/EE or related (or equivalent work experience).
  • 3+ years of previous successful sales engineering leadership experience is essential.
  • 5+ years as a successful individual contributor sales 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.
  • Solid track record in building, developing and recruiting high-performance teams based on a large network of talent in the security software industry.
  • In-depth knowledge of security technologies and products with prior experience selling security technologies including but not limited to: anti-malware, DLP, sandbox, APIs, and NAC.
  • A reputation for unquestionable ethics and integrity.

Interested in this position?

To apply for this position, please send your resume and cover letter to us via JobScore. Special consideration will be given to those candidates whose cover letter indicates that they have viewed our website. Please, no drop-ins, calls or faxes.