Senior Director of Sales Engineering

Summary

Join Axon and be a Senior Director of Sales Engineering supporting the Enterprise team. Collaborate with Sales Leadership to develop strategies and advance growth. Challenge the team to enhance skills and careers. Evaluate markets and metrics to adapt to market changes. Provide technical and business insights to stakeholders. Accelerate sales initiatives in a fast-paced environment focused on enterprise accounts. This role requires technical proficiency in Axon's products, industry knowledge, solution architecture, pre-sales skills, sales acumen, and customer focus. Strong management and communication skills are essential. The position involves travel (up to 50%).

Requirements

• Ability to demonstrate a comprehension of Axon's products and services and articulate their benefits, how they meet customer needs, and the problems they solve
• Well-developed comprehension of the industry, inclusive of the competitive landscape, emerging trends, and customer pain points
• Expertise in designing high level technical solutions that address customer requirements
• Skilled in giving product demonstrations and presentations to potential clients
• Ability to successfully uncover customer pain points to map to Axon’s product set
• Aptitude in responding to Requests for Proposals (RFPs) and Requests for Information (RFIs) in a comprehensive and convincing manner
• Possess a thorough knowledge of the sales process and an ability to work closely with the sales team to help transition deals forward, especially from a technical perspective
• Ability to consult and oversee objections proficiently during the sales process
• Intimately understand the needs and pain points of potential customers and ability to tailor solutions to address those needs, especially the IT and technical persona
• Intuitive identification and solving of customer challenges through technical solutions
• Effective leadership and management skills to guide and inspire a team of sales engineers ensuring they are being used to their full potential
• Proficient communication skills to interact with both technical and non-technical stakeholders
• Agile and malleable- ability to navigate ambiguous and changing business environment/priorities
• Effective project management skills to ensure timely and successful execution of pre-sales projects
• Ability to build and maintain solid, long-term relationships with customers
• A comprehension of data analytics and how to use data to inform sales strategy and decisions
• 8+ years of experience managing high performing Technical Sales or Sales Engineering teams (preferably for a SaaS company)
• 4+ years of managing a Enterprise team within major or large accounts
• Bachelor's degree (minimum), preferred - Engineering or Computer Science
• Have held and managed a quota carrying team
• Extremely well-developed communicator (both oral & written)
• Demonstrated ability to lead, staff, coach, plan, forecast
• Ability to influence cross-functionally to achieve results
• Travel will be required. (up to 50%)

Responsibilities

• Collaborate with Sales Leadership to develop strategies and tactics for delivering results in advancing growth in our territories
• Challenge the team to grow their knowledge, skills, and careers, taking them to new heights
• Work to evaluate markets, results, data, and metrics to constantly evaluate and make necessary changes to keep us ahead of the market
• Provide technical acuity and business savvy insights to our key stakeholders to aid in their decision making

Preferred Qualifications

• Master’s degree or MBA
• Background in system administration, networking, application development, information security, or other engineering fields
• Knowledge of sales methodologies such as Challenger, MEDDIC, and/or SPIN
• Has successfully worked with and/or in a dispersed workforce environment
• Experience with CRM technology and operational tracking with Salesforce.com

Benefits

• Competitive salary and 401k with employer match
• Discretionary paid time off
• Paid parental leave for all
• Medical, Dental, Vision plans
• Wellness Programs
• Emotional & Mental Wellness support
• Learning & Development programs