Director, Sales Engineering at CloudHealth by VMware

| Greater Boston Area
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CloudHealth by VMware is looking for a seasoned, technically adept Director of Sales Engineering to lead by example the Enterprise Sales Engineering team.

About You:

  • You are an accomplished Sales Engineering Manager with experience in a B2B software environment (ideally SaaS).
  • You have an established track record of building and managing effective sales engineering teams.
  • You are excited about enabling companies transform themselves using the public cloud and the service offerings in the cloud (AWS, Azure, GCP, etc.)
  • You hold yourself accountable for the success of any initiative you are involved in.
  • You want to be a part of a high-performance sales organization and hate losing to the competition.
  • You are comfortable working in a fast paced, growing, entrepreneurial environment.

You Will:

  • Hire, Manage, and Scale a team of pre-sales engineers focused on selling within large enterprises.
  • Develop enablement processes and content in support of rapid onboarding of pre-sales engineers.
  • Implement strategies to improve trial win rates, beat the competition, and develop stronger technical buyer relationships.
  • Work in conjunction with the sales team as a key technical advisor and advocate for the CloudHealth platform while mapping value to the prospect’s needs.
  • Develop engaging demonstrations in collaboration with our Sales, Marketing and Training Teams to both business and technical users.
  • Understand and implement technical sales strategies based on competitive selling, especially in larger enterprises, e.g. Fortune 500.
  • Partner with Product Management to effectively represent strategic requirements for large enteprise prospects.
  • Partner with Product Marketing on effective strategies to manage and deliver demonstrations, maintain demo environments, and respond to RFPs.
  • Present to prospects, customers and partners, at external events, conferences, seminars, etc.

You Have:

  • 7+ years’ experience at B2B software (ideally SaaS) company in a pre-sales engineering role selling into both enterprise and commercial accounts globally
  • 3+ years’ experience managing pre-sales engineering teams
  • Experience recruiting, hiring, and developing sales engineers
  • An understanding of ITSM eco-systems and prominent solutions within them, such as: DataDog, Chef, Ansible, Puppet, New Relic, ServiceNow, AlertLogic etc.
  • Experience working with Amazon Web Services (AWS) or equivalent cloud, and Datacenter experience with knowledge of hypervisors like VMWare.
  • The ability to take complex pieces of technology and explain them in a simple and easy to understand way.
  • Solid verbal, written, presentation and interpersonal communication skills.
  • Intellectual curiosity, great problem-solving skills and passion for continuous improvement.
  • Previous experience working with/presenting to executive level prospects and customers.
  • Experience with modern technical selling best practices and selling in a competitive environment, including implementing new or improved trial, demo, and RFP process.
  • Proven track record of success in a fast growing and scaling business.
  • A Bachelor’s Degree

Preferred (but not required):

  • Strong data analysis skills and the ability /navigate spreadsheets to identify trends, outliers, correlations and reconciliation needs across large data sets.
  • Good practical understanding of cloud-centric architectures.
  • Comfort level working in a metric-driven environment, including reporting on and improving business performance against a set of monthly KPIs and metrics.
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