The Sr. 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.
Focus areas
• Technical advisory & Industry Leadership
• Market analysis & planning
• Business development
• Customer enablement
• Sales Coordination
• Partner Support
• High Performing Team Development & Operations
Responsibilities
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
Technical advisory:
· 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
o Identifies opportunities within customer’s current product portfolio to grow the account
o 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
Client enablement:
· Reviews technical readiness plans
· Advises on the business value of technical skill development
Sales coordination:
· Drives win-win solutions and resolves conflicts
· Helps ensure profitability on complex, customized solutions
Partner support:
· Mentors and supports analysis of any partner goals, objectives and needs
Technical & Non-Technical Competencies
Technical Skills:
· 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
Business acumen:
· Expert knowledge of customer’s business model
· Assists in solution creating and opportunity identification
Solution selling:
· 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
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