Sales Engineering Manager

Job Description

About Netskope

We’re changing the way enterprises think about Security. Our goal is to be the leading cloud security and analytics platform globally. It’s time for smart cloud/web security, we innovate the way security is done, i.e. that we provide a cloud-based service as opposed to traditional on-premise solutions. Our patented Cloud XD technology eliminates blind spots by going deeper than any other security provider to quickly target and control activities across thousands of cloud services and millions of websites. With full control from our cloud, our customers benefit from 360-degree data protection that guards data everywhere and advanced threat protection that stops elusive attacks. At Netskope, we call this smart cloud security. Netskope is the leader in cloud security. We believe that people and companies should be able to collaborate without limits, working safely across the cloud, web, devices, and locations. Our corporate leadership is clear, open, and honest, leaders share what’s happening in the company, and all employees make a big impact. Recognized as a leader in Gartner’s Magic Quadrant, on Glassdoor and Fortune Magazine as one of the top 100 cloud companies in the world, and as one of the three fastest-growing cyber-security companies, Netskope is a fast-moving company built to be the strategic enterprise security partner for a long time to come. Netskope is headquartered in Santa Clara, California. Visit us at www.netskope.com and follow us on Twitter @Netskope and Facebook .

Duties and Responsibilities:

The Sales Engineering Manager (SEM) is a technical leadership position for our Sales Engineering team. As an SEM you will have leadership responsibility for the Sales Engineers within the central region and will act as a working manager, leading from the front. The SEM will lead a team of Sales Engineering professionals for the Enterprise team. S/he must be an experienced manager, with a demonstrable background as a dedicated Technology Executive with broad technology and business background, able to demonstrate consistent success in leveraging innovation to achieve revenue and sales growth. You will partner closely with our Enterprise Sales Leaders, to increase market share and develop and execute aggressive growth strategies across markets. The successful candidate will be focused on customer success and deliver world-class cloud security solutions. This individual will be a key leader in our growth and market leadership development.

You should also possess a strong reputation for achieving organizational goals and relationship development with key customer contacts.

As a Netskope Sales Engineer Manager you and your Regional Director of Sales will be responsible for:

• Recruit, hire, and onboard new Sales Engineers into your territory.
• Provide technical and business leadership for the SE organization promoting leadership by example.
• Responsible for training and mentoring new Sales Engineers on the team and assist with defining periodic SE training curriculum.
• Support field SE team in complex evaluations, troubleshooting, and challenging customer environments.
• Assist Channel team in ensuring Partner SE's are trained and can support Netskope demos, POCs, and evaluations.
• 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 and key talent 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 support, customer success, product management, engineering, and other organizations to ensure alignment with the field, provide a process and product feedback.
• 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.

Moderate travel within the territory is required and as necessary to support other company based engagements within and outside the US.

Required Experience and Skills:

• 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.
• A reputation for unquestionable ethics and integrity.
• Big thinker striving to make a big impact and unwilling to accept mediocrity or Status Quo.
• Must have resiliency and tenacity to be successful in an extremely fast-paced, ever-changing environment.
• Solid track record in building, developing and recruiting high- performance teams based on a large network of talent in the software and systems industry.
• Ability to work with diverse groups of people; challenge and lead people toward their peak performance.
• Industry knowledge of security product market trends and directional awareness of Netskope’s roadmap and technology development efforts.
• In-depth knowledge of security technologies and product with prior experience selling security technologies including but not limited to: Proxies, NG Firewalls, SSL/IPSec, VPN’s, SSO, DLP and Encryption gateways.
• Knowledge of how to deliver comprehensive security solutions to Netskope’s customer base, and maintains a general understanding of competitive selling strategies.
• Travel: 50-75% within the region.
• BS CS/EE or related (or equivalent work experience).

Other Requirements:

• Must have a 'whatever it takes' attitude and motivation to do whatever necessary to assist in closing a deal
• Strong problem-solving skills
• Excellent organizational skills

Preferences:

• Prior experience growing teams in early stage startups with limited resources
• Experience working in and selling cloud-based technologies (SaaS, IaaS, and PaaS)

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