Director, Sales Engineering - Enterprise (Southeast)

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.

Our mission is simple: End Cyber Risk. We’re looking for a Director, Sales Engineering (Enterprise) for the southeast territory to be part of making that happen.  

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.

Location: must reside in southeast region of the United States

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

Additional Responsibilities:

• 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

Required Skills and Experience:

• Minimum of 2 years in a management role, preferably managing a presales engineering team
• 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, security focused systems desired
• Quickly learn to articulate the business application/value of the AWN technology to all audiences, ranging from technical to executive-level decision makers
• Excellent written, verbal, presentation, time management, and attention to detail
• Strong collaboration and teambuilding skills
• Demonstrated ability to coach, mentor and challenge your sale peers and your SE team
• Proven track record of delivering measurable results
• You must have an “I own the problem AND the solution” attitude
• Extensive technical experience in Networking, Security, Identity Management, Cloud Services, and Windows/Linux/Mac
• Strong working knowledge of Word,