Director, Sales Engineering - Enterprise (Great Lakes)

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We’re proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN’s Products of the Year award in the inaugural Security Operations Platform category. Join a company that’s not only leading, but also shaping, the future of security operations. 

Our mission is simple: End Cyber Risk. We’re looking for an in territory Director of Sales Engineering - Enterprise to be a part of making this happen.  

Location: Remote role, but candidate must live in territory of IL, IN, MI, OH, or KY to be considered.  Preference for a candidate based in the greater Chicago area.

About the Role

The Director of the Sales Engineering is critical to the success of the team/company and provides technical leadership to the team via player-coaching and leading by example.  The candidate possesses a strong technical aptitude and has experience running technical sales campaigns within networking, security, infrastructure, SaaS, or governance risk and compliance industries.  This person is a seasoned, functional leader who leads a highly professional Sales Engineering team. This person is focused on strong technical accountability for short-term results while strategically planning for the future of the team and business.

This is a results-oriented position, and you must demonstrate that you can build and lead a highly effective SE team. This will be done by having a high aptitude in security technology, leadership/management, partner development, and strong business and sales acumen. The character and competency you instill into the SE team is a critical component to this role.

Responsibilities

• Lead, inspire, recruit, develop, and retain a high-performance Sales Engineering team to help support our Sales business

• Build relationships and collaborate across Sales, Architects, Sales Ops, Marketing, Product Management, and R&D teams to ensure organizational agility while leading your team(s)

• Engage in and help build and/or maintain prospect/partner technical and/or executive relationships to accelerate Arctic Wolf brand awareness, build partner mindshare, and accelerate business closure

• Monitor, review, and coach SEs to enhance their objection handling, demonstrations, and overall ability to architect and scope Arctic Wolf solutions to solve customer challenges

• Provide creative approaches and ideas to solving complex challenges for our customers and for our sales organization

• Acts as district escalation point for technical sales campaigns.  Must understand and have working knowledge of Arctic Wolf platform and business processes relevant to deal structure

• Conducts weekly or bi-weekly meetings the team member to track and measure results against goals

Who You Are

• Understanding the core components of our Partner Program and implementing them into the sales cadence of the SE team.

• Help build and maintain a strong partner ecosystem, understanding our partners are an extension of our team and critical to our success.  We are a 100% channel company.

• Maintaining and managing weekly activity, objectives, and outcomes

• Promoting the team’s personal development

• Driving to and meeting the objectives set by the organization

• Travel and attend meetings, conferences, tradeshows and other company functions

• Understand and influence Arctic Wolf product features, advantages, benefits, and selling points

• Being available and accessible to fellow co-workers to help them achieve their objectives

• Performing other related duties as assigned

• Create an environment in which prospects become customers and customers become evangelists

• MUST RESIDE IN TERRITORY – typically 30% or less of business travel

Minimum Qualifications

• Minimum of 2 year