Manager Sales Engineering Americas

About Digital.ai

Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world’s largest organizations to build, test, secure, and deliver high-quality software. By unifying AI-driven insights, automation, and security across the software development lifecycle, Digital.ai empowers enterprises to deliver innovation with confidence. Trusted by 5,000 global enterprises, Digital.ai is redefining how enterprises build better software in an AI-driven world. Additional information about Digital.ai can be found at digital.ai and on Twitter, LinkedIn, and YouTube.

About the Role:

We are seeking a talented Manager, Sales Engineering (Americas) to lead our Americas Sales Engineering Team in a hybrid role combining hands-on technical selling with leadership, mentoring and team development. The Sales Engineering team plays a vital role throughout the customer lifecycle, collaborating with Sales, Marketing, Product, and Customer Experience to deliver technical excellence at every stage. Our clients include Fortune 2000 organizations and leading entities in financial services, aerospace & defence, healthcare, insurance, gaming, technology, government, and the public sector.

You will oversee and report on the activities of a distributed team of highly skilled Sales Engineers, guiding the strategic implementation of the GTM plan across the Americas territory. Reporting to the Vice President, Global Sales Engineering, you will serve as the primary liaison between the Global and Regional Sales Engineering strategies and the Americas SE team. You will be a key member of the Americas Sales Leadership Team, participating in technical and commercial forecasting calls, regular 1-2-1 meetings with members of the SE team, and ensuring prioritised SE activity alignment on key deals, accounts, campaigns, and partners. You will play a crucial role in shaping sales strategy, coordinating cross-functional resources, and enhancing the overall customer and partner experience during the sales cycle. Additionally, as a hands-on Sales Engineer, you will lead by example in executing marketing campaigns, developing pipelines, qualifying technical solutions, and validating solution fit through discovery execution, customised demonstrations, use case alignment, and proof-of-value exercises. 

 

What you will do:

Leadership & Team Management

• Lead, mentor, and grow a high-performing remote team of Sales Engineers covering enterprise accounts across the Americas.
• Champion a high-trust, high-performance culture that encourages collaboration and innovation using Digital.ai’s extensive portfolio.
• Define team priorities, champion technical success aligned to sales GTM and opportunities, and support personnel operational activities needed for the smooth running of the Americas’ sales function.

Strategic Sales Execution

• Align the Sales Engineering team to support the execution of the regional GTM and Marketing plans.
• Own technical opportunity management, escalations, and resolution of technical risk to drive revenue growth.
• Execute technical validation using Command of the Message methodology, supporting strong business cases and technical qualifications.

Demo Strategy & Execution

• Implement and refine industry demonstration methodologies as a core part of technical sales engagement.
• Guide your team in selecting appropriate technical proof approaches depending on the sales stage:
  • Vision demos, Case Studies and Industry Insights to inspire during early-stage discovery and adoption
  • Capability demos to support middle-pipeline qualification
  • Solution walkthroughs and proof-of-value to drive late-stage closure
• Ensure all demos are value-driven and tailored to buyer personas and industry-specific challenges, including AI.

Cross-Functional Collaboration

Your team will support multiple groups across the sales lifecycle, including:

• Marketing: Engage in trade shows, webinars, blogs, whitepapers, and analyst briefings.
• BDR Team: Assist in technical qualification, initial fit assessments, and messaging alignment.
• Sales Account Executives & Partner Account Managers: Deliver business discovery, RFP Management, and technical discovery sessions that align with the Command of the Message approach.
• Customer Succes