• Manager, Sales Engineering

    Job Locations US-PA-Cranberry TWP
    Job ID
    2018-1560
    Category
    Partner Success
  • Overview

    The Sales Engineering Manager leads a team of Sales Engineers (SEs) which plays a key role in helping our partners maximize the value from the Continuum by working with their sales colleagues to execute on white-space opportunities and facilitating new product adoption & onboarding (demo/train/setup).

     

    The role calls for an experienced Technical Sales leader who will manage the Sales Engineer team and help drive new revenue through upselling and cross-selling into our customer base.  

    Responsibilities

    • Lead and manage a team focused on driving the successful adoption of the Continuum platform
    • Coach and develop team members to ensure they are providing exceptional service and maximizing their individual potential
    • Develop and deliver skill and process oriented training for assigned team
    • Establish programs and processes that elevate the team and provide for growth and scale
    • Design and implement CTAs and workflows for changes to business process
    • Monitor and assist SE’s with Opportunity Pipeline management
    • Manage and maintain the recurring 1:Many Product Demonstration Webinar program
    • Establish reporting and dashboards and share cross-functionally
    • Work closely with Sales Leadership to understand the needs of the customer and ensure the teams are closely aligned
    • Work with the various sales teams to meet sales objectives
    • Be an expert in Continuum’s ever-growing products and services
    • Answer business strategy, technical, and platform questions
    • Communicate directly with Customers as needed
    • Provide all necessary technical expertise to facilitate the Sales Qualification Process (MEDDIC)
    • Focus on partner satisfaction and growth; help partners fully utilize product capabilities
    • Act as an advocate and voice of the partner for internal teams, Product, Service, and Marketing
    • Complete specialized projects as assigned
    • Participate in cross-functional teams as assigned

    Qualifications

    Leadership & Management:

    • Bachelor’s Degree preferred
    • 5+ years’ experience managing a technical sales, technical account management, or customer success team; including people, processes, systems, and metrics
    • Experience developing and implementing sales and customer success processes and metrics that will improve product adoption, customer satisfaction, and retention
    • Self-starter with focus on improving customer revenue growth, experience, success, and retention
    • Ability to adapt quickly and easily to changing requirements and needs

     

    Partner Relations:

    • Demonstrated ability to develop and maintain strong business relationships
    • Superior communication, presentation, time management, and interpersonal skills
    • Ability to structure and lead meetings in-person and on the phone

     

    Technical Savvy:

    • Technical aptitude in cyber security, server & network monitoring, and desktop maintenance activities
    • Ability to learn and adapt rapidly to new technology across the full breadth of the Continuum platform and offerings
    • Experience with CRM software, like Salesforce and Gainsight, is a plus

     

    Personal Attributes:

    • Positive, proactive, and results oriented demeanor
    • Sales opportunity and business growth minded
    • Ability to multi-task and handle a fast-paced dynamic environment
    • Ability to assimilate new information quickly
    • Excellent organizational, communication, and problem solving skills

     

    Teamwork:

    • Team player with ability to work cross functionally
    • Ability to collaborate and partner with others for achievement of team goals

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