Director, Sales Engineering Teradici Corporation
THIS JOB HAS EXPIRED Overview:
We are seeking a talented Director, Sales Engineering to join our leadership team. As the Director, Sales Engineering, you will lead a team of highly specialized technical sales resources whose goal is to support the Sales organization for all customer engagements. To be successful in this role, you will have an understanding of clients' overall business and how to position Teradici products, messaging and services, be an authority on Teradici and industry standard technologies, and have the ability to multi-task between team members in their support of different clients, sales opportunities, and other initiatives. You will also be responsible for overseeing that your team is effectively supporting the sales revenue opportunities of their sales region and driving the professional development of your Sales Engineering staff, including mentorship, training, and performance evaluation.
Lead and efficiently manage technical resources in order to optimize sales and revenue volume. Partner with sales management to help set the sales strategy to ensure forecast objectives are met via diligent SE to sales cycle engagement.
Set regional priorities and policies. Provide day-to-day guidance and communicate best practices to sales engineers in the areas of product demonstrations, proof of concepts, RFPs, overcoming sales objections and technical sales presentations.
Manage SE headcount. Perform key functions to recruit top-notch sales engineers globally including identifying staffing needs, interviewing, hiring, monitoring, employee feedback and documentation, counseling and coaching, and performance management/improvement when needed.
Execute strategies to motivate sales engineering team and build sense of team engagement thru incentive, reward, and recognition programs that connect individuals? contributions to the organization's objectives.
Assess skill sets and provide ongoing coaching and feedback to team members in order to meet objectives, reinforce sales methodology and provide guidance on career path direction. Implement personal development plans for individual team members.
Understand intricacies of the assigned territory and teach SE team how to leverage the channel and drive revenue by determining which prospective customers are the best possible opportunities and maximize account development and growth.
Obtain weekly, monthly, and quarterly ?SE to Opportunity? performance metrics and promote opportunity awareness and proactive SE engagement by monitoring Salesforce.com activities.
Collect customer feedback, enhancements and feature requests and disseminate findings to product management, engineering, corporate and technical support in order to continuously improve product offerings.
Facilitate communication within internal team and sales, product management, and engineering. Help identify cross-functional needs and processes. Effectively escalate issues to Product Marketing, Sales, Partners, and Field Readiness as necessary throughout the sales cycle.
Experience in direct selling of complex technical business solutions in the enterprise space and strong understanding of business drivers for Line of Business solutions within enterprise organizations
Outstanding leadership and mentoring abilities and proven experience building and managing sales teams; experience running an organization of at least 8 pre-sales engineers
Minimum 5 years management experience; 8 years? enterprise industry experience
Excellent understanding of OEM, Channel and Direct technical sales models
Deep technical understanding of Virtualization and especially industry trends; knowledge in complex systems products
Significant track record of revenue accomplishment, assisting sales
Self-motivation, self-management and professionalism with advanced organizational, negotiation, problem solving skills and team building skills
Advanced level of specialized sales and product solution knowledge and a solid understanding of Teradici competitive domain and technologies
Ability to articulate and understand the customer strategy and Teradici delivery infrastructure solution strategy to a technical level of detail for the specific technical area and coach sales engineering teams on the same
Excellent oral and written communications skills, as well as excellent presentation skills; ability to lead meetings internally and externally
Proficiency with Microsoft Office Suite, CRM and opportunity management systems, preferably Salesforce.com
Proven technical and tactical problem solving skills and experience with complex engineering designs; must have the ability to explain complex ideas and schemas and train sales engineering team
A desire to interface directly with customers, end users and OEM?s
Ability to maintain industry certifications
Knowledge of VMware, Citrix and Microsoft architectures, networking, Active Directory, DNS, routing, switching, desktop and server virtualization, terminal services, VPNs, etc.
Ability to travel within assigned territory and other locations including Corporate HQ; available to travel (up to 75%) to customer sites as required
||Santa Clara, CA |
THIS JOB HAS EXPIRED