The Sales Engineering Director is a leadership role responsible for developing and driving a high performing team of technical experts against the Veritas business vision within our enterprise accounts. This role owns the accountability of delivering a team of trusted advisors that create valued solutions with both internal stakeholders and partners/industry leaders to solve their most complex business challenges. This role maintains a strong internal and external network of relationships and drives collaboration, enabling business goals.
The Sr. SE Director will create a culture of innovation where they ll use Veritas solutions and services to help our customers rapidly get products, data and services to market through continuous delivery solutions. As a member of the core sales leadership team, the Sr. SE Director will drive revenue growth across a defined set of customers. As a trusted customer advocate the incumbent will help organizations understand and implement best practices around advanced cloud-based solutions, and how to migrate existing workloads to the cloud. The incumbent will have the opportunity to help shape and execute a strategy to build mindshare and broad use of Veritas 360 data management portfolio. The incumbent will also need to be adept at interacting, communicating and partnering with other teams within Veritas such as the product development team, marketing, and professional services, as well as representing your team to executive management.
Technical advisory & Industry Leadership
Market analysis & planning
High Performing Team Development & Operations
Technical and Business Leadership:
10-15 years of proven experience in a Technical leadership role Proven track record of leading technology sales success Ability to lead and manage large direct and cross-functional teams Ability to influence effectively with key stakeholders & C-Level leadership Ability to present Veritas s technical messaging to large and/or critical audiences Strong customer and partner network with focus on customer CTO/CISO community Regional GTM strategy definition capability and execution skills
Provides a level of technical expertise and technical closure for a specific solutions within an assigned strategic accounts and/or territories. Acts as a trusted advisor both internally and externally.
Provides strategic technical roadmap to the customer and actively consults with the account team
Coaches and develops team on technical aspects of solution and planning, including any technical training
Demonstrates thorough knowledge of all Veritas products and clients current product portfolio
Own the delivery of technical briefings for solutions and/products for external and internal customers/partners including proof of concepts/demonstrations when required.
Market analysis and planning:
Works with team to understand current account coverage and align to strategic coverage needs
Identifies opportunities within customer s current product portfolio to grow the account
Maintains product/solution expertise of market trends in aligned technology including detailed understanding of the competition and translates those learnings into strategies planned within accounts assigned
Business development & Opportunity Management:
Translates customer business requirements into integrated technical solutions
Develops client demos for custom solutions
Communicates the Veritas technical value proposition to customer and runs the demo
Leverages cross domain architects skills to create integrated solutions architectures
Works with customer to finalize detail of proposed solution and drives to technical closure
Takes leadership role in large/complex deals
Reviews technical readiness plans
Advises on the business value of technical skill development
Drives win-win solutions and resolves conflicts
Helps ensure profitability on complex, customized solutions
Mentors and supports analysis of any partner goals, objectives and needs
Technical & Non-Technical Competencies
Expert understanding of data management, security products (preferably Veritas products) including emerging products and how the products work together
Experience developing customized solutions on products
7-10 years experience in technical role within data management, security industry (preferably with Veritas)
Proven ability to map the customer s business process to product capability
Management and communication:
Highly skilled mentor and leader; able to coach and communicate internally and externally
Expert in conflict resolution
Able to translate strategy into technical objectives
Leadership and relationships:
Viewed by team members as a strategic advisor
Develops collaborative relationships at different levels within the organization
Superior communication, particularly within the area of executive communications on technical matters
Expert knowledge of customer s business model
Assists in solution creating and opportunity identification
Expert understanding of Veritas vision and technology; effectively communicates Veritas value prop on solutions
Expert negotiation skills and ability to drive value
Ability to map technical and commercial value to longer term business goals within customer environment.
Excellent presentation skills with experience of delivering and influencing at C level.
Experience & Qualifications
Proven experience in a Technical leadership role
10+ years of Direct Management experience; specifically in a high paced dynamic environment.
Degree educated with preference for MSc in Computer Science
Proven track record of leading technology sales success
Ability to influence effectively with key stakeholders
Ability to present Veritas technical messaging to large and/or critical audiences
Knowledge of Veritas portfolio and competitive technology
Strong customer and partner network with focus on customer CTO/CISO community
Regional GTM strategy definition capability
Ability to represent Veritas in key industry groups
Press, media and analyst engagement experience
Strong social media or industry brand Associated topics: business growth, business intelligence, business management, client, franchise operator, regional sales, sales, strategic, territory manager, territory sales
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.