Sales Engineering Manager, Northern Australia

Description

The company is a cyber security vendor with a fast-growing business, and this role leads the sales engineering team covering northern Australia.

You will lead the SE team in the northern region, reporting to the Regional Sales Engineering Manager for ANZ, and guide the team's development through coaching and mentoring.

The role sits within the Australian SE leadership team and supports the company's security and digital transformation work for customers in the territory.

The company has tens of thousands of customers worldwide.

Responsibilities

• Build engineering programs and strategies with the ANZ regional manager, business leaders and other stakeholders to support the go-to-market plan.
• Spot support escalations that affect revenue and work with internal and external parties to resolve them quickly and to the customer's satisfaction.
• Lead the development of technical product and solution strategies and presentations for the region.
• Improve how technical integration and account management are run so they scale and work more efficiently.
• Show technical thought leadership, internally and externally, on secure business transformation.
• Represent the company at conferences, industry and security events, trade shows and webinars.
• Track industry trends, competing products and solutions, and help shape the company's competitive strategy.
• Give technical pre-sales support to partners, and through partners to their customers.
• Grow existing and new partners in the northern region alongside the local sales team.
• Plan responses to RFIs and RFPs with partners and oversee the company's pre-sales work.
• Work with product management, business units, sales and marketing on an ongoing basis.
• Guide other SEs running proof-of-value exercises so the customer's requirements match their definition of success.
• Help drive and close technically complex, competitive deals using deep competitive knowledge, technical skill and credibility.
• Make sound decisions on people, technical requirements and evaluation criteria, working on your own and with sales and management.

Requirements

• At least 12 years managing SE managers, SEs and solutions architects, with a record of strong customer satisfaction.
• Experience influencing audiences from C-level executives to security architects, cloud security architects, DevOps teams and software developers.
• A proven record of leading, building teams and scaling a business.
• Clear written and spoken English, with the ability to give constructive feedback to internal engineering teams.
• Customer-facing and outbound, able to explain strategy and tactics to teams working on security and application modernisation, especially digital and cloud migration.
• Strong mentoring and motivating skills, a record of earning trust with senior leaders, and the ability to work across functions in a matrixed organisation.
• Good organisation skills, able to juggle several workstreams and rank them against competing stakeholder demands.
• Able to move between executive conversations and deep technical discussions on solutions and features.
• A track record of technical content creation and of speaking at conferences or meetups.
• Skilled at running facilitation sessions, using technology and collaboration tools to gather input and reach outcomes.
• Self-directed, able to set priorities alone and deliver high-quality work in a fast-paced, unclear environment.
• Works well with others to drive cross-functional initiatives.
• Empathy, humility and strong listening skills.
• Relevant work experience, ideally in the cyber security industry.
• Works autonomously with discretion, and understands the concepts and processes that make an organisation effective.
• Comfortable using both traditional and newer digital channels to reach leaders and employee groups.
• Able to influence people without relying on formal authority.
• Strong strategic thinking and analysis, combined with a hands-on approach to execution.
• Acts decisively and handles high levels of ambiguity well.
• Hands-on experience across a range of enterprise-grade cyber security technologies.
• Experience with the company's solutions and a sound ability to turn customer business needs into integrated technical solutions.
• Experience collaborating with a regional leader on engineering programs in northern Australia, and steering go-to-market strategy.
• Ability to run a regional team and work with sales, marketing and management.

Conditions

Location: northern Australia.

Reporting line: Regional Sales Engineering Manager for ANZ.

Equal opportunity policy applies.

Benefits

• Access to award-winning cyber security technology.
• Chances for professional growth and career advancement.
• Work on projects that tackle real-world problems and have a clear impact.
• A collaborative, inclusive culture that values diverse views, creativity and initiative.
• Opportunity to build long-term relationships with a talented team.