The Senior Director, Solutions Engineering will lead VTS’s Solutions Engineering team and be responsible for 3rd Party Partner relationships. The Solutions 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 strategies. In addition, the Senior Director, Solutions Engineering will be the primary liaison to the Product team to drive Customer and Prospect feedback into the product roadmap. The ideal candidate will have previous leadership experience as a member of a corporate sales team and a career track record of supporting SaaS business application sales.
WHAT YOU’LL DO
Recruit, hire, and onboard new Solutions Engineers
Provide technical and business leadership for the SE organization
Responsible for training and mentoring the Solutions Engineers
Work with Product Marketing to continuously evolve a demo environment that effectively tells all VTS stories and provides proof of the outcomes that will be delivered
Build tools that ensure discovery is a collaboration between Sales, Solutions, Client Success and Product Development and never stops throughout the entire customer journey
Lead cross-functional initiatives in support of sales process improvement and enablement.
In addition to customer-facing representation, the Solutions Engineering team also serves as the voice of the salesforce for matters of sales enablement (e.g., training, evidence of quality, references), effectiveness of Marketing messaging and competitive positioning.
Serve as the main technical lead on sales calls and educate the Solutions Engineers, Sales Managers, Customers and 3rd Party Partners on issues ranging from product features, technology, functionalities and new offerings
Coach our sales organization through sales strategies, prospecting and post-mortems (win/loss reporting) to ensure continuous alignment and learning within the sales organization.
Manage Partner relationships to maximize the value of our partnerships
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 requests
Closely monitor all Proof-of-Concepts (PoC) assigned to the SE team or managed by a Partner to ensure the highest success rate
Work cross functionally with Customer Success, Product Management, Engineering, and other organizations to ensure alignment with the field
Provide proactive insights to the Sales Leadership team to continuously improve deal velocity and outcomes
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
You enjoy identifying areas for improvement and providing solutions to solve them
You thrive in an evolving environment, where you are key to providing structure
You take complete ownership of your job
When you present, people listen. Whether online or in-person, you generate interest, attention, and outcomes
Details matter to you, but always in the context of the bigger picture
You are equally comfortable delivering clear messages to technical and non-technical audiences
You combine deep business acumen with an entrepreneurial mindset
You assimilate technologies easily, gaining a deep understanding of products and the toolkit used to support our sales team
You have a deep understanding of enterprise technology sales methodologies and the challenges
WE TAKE CARE OF YOU
Competitive compensation packages, including equity
Great medical, vision, dental, and commuter benefits
Fantastic location with easy walk to most major subway lines (Times SQ)
Generous family policies
Training and career development programs for everyone
A company that embraces and celebrates diversity
Unlimited vacation policy
Team lunches, company happy hours, ample snacks and drinks
VTS embraces diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.
All your information will be kept confidential according to EEO guidelines.