Software Sales Engineering Sr. Director

Overview

One Identity is seeking a Pre-Sales Senior Director to manage the Pre Sales team in North America (NAM) to support our Field Sales and Customer Success businesses.  This position will be remote with a preference in the East Coast and reporting to the global VP of Sales Engineering.

 

The successful candidate will work as part of a rapidly growing specialist Pre-Sales team to provide a high standard of management and direction to the pre-sales managers and engineers. Proven management skills, excellent communication, as well as technical ability and industry leading domain knowledge are crucial to the role.  The successful candidate will work within NAM to provide a focused view of the business in-region and provide an all-round service to both the pre-sales teams themselves and the NAM sales VP.  The role will also work with pan-NAM teams to ensure the customer also gets the best experience.  The role requires the individual to take their management, technical and business experience to provide a customer first organisation and to help grow sales in NAM by liaising with all departments to ensure consistent product messaging, delivery and support. Proven business acumen is needed to recognise up-selling opportunity and an ability to meet tight project timelines is a must.

 

As a successful a NAM Senior Director, you will be able to work independently to plan, enable and grow your team to meet the extremely busy workloads.  You will be expected to assist the global VP of Sales Engineering to meet their goals, whilst maintaining the expected level of excellence in the regional team. 

 

One Identity spans 3 continents and many time zones.  Although the primary function is regional, you will be expected to work with the sales and technical teams across all regions to deliver the best possible service in NAM.  A flexible attitude and capacity for absorbing information and keeping current with industry trends and technology is essential. 

 

The core tenets of this person will be consistent and effective management, communication and presenting ideas and collaborating between sales, pre-sales, post-sales, support, development, marketing, CTO office and the business unit itself.

 

Responsibilities

• Managing a Pre-Sales team
•  Represent your team on the world stage and articulate their achievements
• Working closely with Sales to regional director and VP level
• Understand Pre-Sales Engineering and be empathetic
• Worked in a Cybersecurity/Identity Management type role for a significant period
• Familiar with SFDC and other sales tools
• Have a good grasp on Pre-Sales procedures and processes.
• Proven to provide solid direction to management on how to achieve your goals
• Been a successful part of a fast-paced growth business.
• Customer first mentality and an ability to maintain momentum in the business

 

Day to Day Duties

 

• Within one week, build a good rapport with your team
• Within 1 month be familiar with internal systems and have attended One Identity training
• Work with the global VP of Sales Engineering on delivering C-level messaging to your management team and the overall NAM team.
• Understand your team’s current skills and levels, work on a training plan to help them grow.
• Hold regular one-to-ones with your managers and follow up and complete all actions arising.
• Periodically you’ll be required to visit team members.in their hometowns to perform reviews and updates.
• Document future trends and recommendations
• Work with the sales team on management of RFP/RFI documents.
• Manage the PoC process for NAM and make sure that all goals are met, and issues are understood and mitigated.
• Be pro-active in recognising and raising up-selling and cross selling in opportunities your team are working on
• Attend NAM events and QBRs
• Be a path for escalation and be able to resolve issues quickly and efficiently
• Act as “Product Evangelist” developing and attending training for self-improvement.
• Initiate, participate in or lead local and global initiatives in the Cybersecurity space.
• Work with the general One Identity sales teams to develop opportunities in their accounts.
• Help One Identity’s customers become successful and ultimately become references.
• Work hand-in-hand with the Customer Success team to help retain our customers.
• Constantly assess your performance and look for opportunities to change process or advise on new ways of working

 

 

Qualifications

Essential Skills

 

• At least 10 years’ experience of managing teams