Sales Engineering Manager

Summary

Join Chainguard, a leader in secure open-source software, as a Sales Engineering Manager for the Asia-Pacific and Japan (APJ) region. Partner with the International Sales Leader to showcase the value of our solutions to clients. Lead and mentor a team of sales engineers, setting performance goals and conducting evaluations. Collaborate with the sales team to understand customer needs and provide technical expertise throughout the sales process. Develop and execute technical sales strategies and account plans for APJ clients. This role requires strong leadership, technical skills, and experience in the APJ market.

Requirements

• Minimum of 5+ years experience in a Sales Engineering Leadership supporting clients in APJ
• Minimum of 4+ years experience as a Sales Engineer supporting clients in the APJ Container technologies (Kubernetes, Serverless, Docker)
• Cloud technology (AWS, Azure, Google, etc.)
• Cloud security or containers security
• Experience with MEDDPICC and or Command of the Message sales frameworks
• Smart and passionate people that can persevere to success
• People acting as trusted advisors, able to build credibility with customers
• Strong team players committed to help and mentor their peers

Responsibilities

• Partner with our International Sales Leader to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for APJ clients
• Lead and manage a team of sales engineers, providing guidance, mentorship, and professional development opportunities
• Hiring/Staffing of Sales Engineers to support Chainguard’s APJ business and its growth
• Set performance goals and conduct regular performance evaluations
• Collaborate with the sales team to identify customer requirements and provide technical expertise during the sales process
• Conduct product demonstrations, technical presentations, and proof-of-concept trials to showcase product capabilities
• Design customized solutions that meet customer needs and requirements
• Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans
• Build and maintain strong relationships with key customers, acting as a trusted advisor
• Provide ongoing technical support and address any issues or concerns that arise during and after the sales process
• Stay current with industry trends, competitive products, and emerging technologies relevant to the APJ region
• Provide feedback to product management on customer requirements and market demands
• Work closely with product management, engineering, and marketing teams to ensure alignment of strategies with product capabilities
• Create and maintain technical sales collateral, including presentations, data sheets, and white papers pertinent to the APJ business
• Track and report on key performance metrics, including Tech Wins/Losses, POV Time to Close, ARR
• Identify areas for staff improvement and implement corrective actions as needed
• Monitor expenses and ensure adherence to budgetary constraints

Benefits

• Equity/stock options
• Unlimited PTO
• Remote work with flexible coworking and team meetup opportunities
• Home office and internet stipend
• 100% health/dental/vision insurance coverage for you and your family
• Monthly Wellness budget