Manager, Sales Engineering - Customer Success

Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.

Position Overview and Objective

The Manager of the Sales Engineering team 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 individual contributor or leadership experience running technical sales campaigns within networking, security, infrastructure, SaaS, or governance risk and compliance industries. This person leads an early in career Sales Engineering team and is focused on strong technical accountability for short-term results while strategically planning for the future of the team and business.

Primary Responsibilities and Duties

• Recruit, hire, lead, 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 which help accelerate AW brand awareness and business closure
• Monitor, review and coach SE’s to enhance their objection handling, demonstrations, and overall ability to architect and scope AW solutiosn to solve customer problems. Develops sales engineers according to demands of AW business and professional goals.
• Acts as district escalation point for technical sales campaigns. Must understand and have working knowledge of AW platform and business process relevant to deal structure.

Key Skills

• Ability to articulate the business application/value of the Arctic Wolf technology to all audiences, ranging from technical to executive-level decision makers
• Excellent written, verbal, presentation, time management, and attention to detail
• Demonstrates and leads with strong emotional intelligence in all situations. Ability to manage fluid change and prioritizes work as such. Must thrive in a dynamic work environment.
• Is seen, and performs as, player-coach with respect to Manager/individual contributor. Is willing to mentor; as well as be mentored. Is inspiring and motivational.
• Practitioner, consultative or Pre-Sales experience in technical domains such as: Networking, Security and Server infrastructures, Identity Mgmt, Cloud Services, Governance, Risk and Compliance
• Ability to publicly speak on behalf of Arctic Wolf in larger forums like tradeshows, webinars, channel enablement sessions.

Key Competencies

• Hiring and Staffing
• Communication
• Emotional Intelligence
• Problem Solving
• Conflict Management
• Drive For Results
• Compassion and Empathy
• Organizational Agility
• Delegation

Minimum Qualifications

• Minimum of 3 years in a customer-facing role, preferably in a presales engineering capacity or consulting role focused on security solutions
• Minimum of 3 years supporting, delivering, or designing enterprise IT systems
• Minimum 2 years experience in direct quota carrying Sales Engineering role.

Preferred Qualifications

• 1 year in a front line management role, leading a sales engineering team within networking, security, infrastructure, SaaS, or governance risk and compliance industries.
• 1 year experience in direct quota carry Pre-Seles leadership role.
• Proven 2 years experience exceeding revenue goals while in leadership role
• Leadership experience in Commercial or Enterprise business segment.
• Bachelor’s degree or equivalent work experience

About Arctic Wolf

At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally. We’ve been named one of the 50 Most Innovative Companies in the world for 2022 (Fast Company)—and the 2nd Most Innovative Security Company. This is in addition to consecutive awards from Top Workplace USA (2021, 2022), Best Places to Work - USA (2021, 2022) and Great Place to Work - Canada (2021, 2022).

Our Values

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations