Director, Solutions Engineering

Overview:

The Director of Solutions Engineering leads a team in support of acquisition of new Enterprise and SMB (non-strategic account) logos, pre-sales activities for the Channel Partnership team, and cross-sell & up-sell initiatives into existing Strategic Accounts. As the Director, you will provide strategic direction and leadership to the Solutions Engineering team. This includes setting goals, defining the team's vision, and aligning their efforts with the overall business objectives. You will be responsible for managing and developing a high-performing Solutions Engineering team. This involves hiring and onboarding new team members, providing coaching and mentoring, conducting performance evaluations, and fostering a collaborative and inclusive team culture. As a leader in the Solutions Engineering field, you will possess a deep understanding of the technical aspects of the organization's products or services. This expertise will enable you to guide and support the team in designing and delivering effective solutions to clients. The Director of Solutions Engineer collaborates with various departments, such as Product Management, Engineering, and Marketing, to ensure seamless integration and alignment of solutions. This involves effective communication, coordination, and collaboration with these teams to deliver successful outcomes. Desired outcomes include increased revenue from net-new business and channel partner opportunities, a shortened average sales cycle, decreased customer acquisition costs, as well as improved customer onboarding and implementation, reducing churn downstream.

Essential Functions & Responsibilities:

• Lead technical and business discussions with management team across engineering, marketing, product managers, customer success, sales, be a subject matter expert, and have strategic influence on people and on Measurabl’s product solutions.
• Advocate for Solutions Engineer: Represent the Solutions Engineer’s interests and concerns to the senior leadership team. This includes reporting on KPIs of the team’s charter.
• Effective technical skills, the ability to work under pressure, problem-solving skills, strong leadership skills, interpersonal skills, verbal and written communication skills, commercial awareness, engineering skills, and teamwork abilities.
• Manage SE career development, headcount, and recruiting for the enterprise team.
• Partnering with others both internally and externally to exchange best and next practices, concepts, and technologies.
• Thoroughly understand all aspects of Measurabl’s product lines in order to explain the technology and services to all types of users
• Streamline internal stakeholder engagement by working cross functionally (Sales, Customer Success, Product Management, Field Operations, Engineering) in order to get deals across the line
• Work closely with prospects integration development, security, or other technical teams
• Coordinate with Customer Success, Professional Services Delivery and Field Technology and Operations teams to ensure a smooth handoff from sales or account management to the respective teams, ensuring we exceed customer expectations in deliverables and communications
• Collaborate closely with Product Marketing, Product Management and Engineering to learn how to sell our solutions and give feedback from the field
• Keep current on product releases and product roadmap features in order to provide guidance and training to current reps and new hires
• Maintain accurate CRM (HubSpot, Salesforce) accounts, contacts, and activities
• Participates in regular pipeline reviews with Senior Management to explain technicalities of deals and how it might affect sales cycle time
• Supports GTM projects when needed, which may include creation of pre and post-sales content to support GTM activities, participation during internal GTM training with internal teams
• Assist with the continuous improvement of Measurabl’s GTM and sales strategy, exploring ways to shorten sales cycles through process improvements and marketing efforts, and leveraging customer feedback data to identify trends that can inform new and existing product development
• Attend Industry Events and Tradeshows. Publically speak on relevant topics as requested.
• Travel (up to 30%) at times.
• Effective use of Google Suite products, Zoom, HubSpot, Slack, Gong, PandaDocs and other applications. Proficiency with Mac iOS

Knowledge, Skills and Abilities:

• Adaptability: The ability to readily modify, respond to, and integrate change with minimal personal resistance
• Grit: The desire and willingness to go beyond expectations to meet goals and objectives and encourages the same in teammates. Ability to work independently and collaborativel