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Sales Engineering Manager - Public Sector

Remote, USA | Veritas Technologies LLC

  • Industry:
    Information Technologies
  • Position Type:
    Full-Time
  • Functions:
    Sales
  • Experience:
    10-12 years
    12-15 years
Job Description:
52 people have viewed this job

Veritas solves what no one else can. With an industry-leading product portfolio, we offer proven, modern, and integrated technology that brings together availability, protection, and insights. Our Veritas Enterprise Data Services Platform addresses current and future data issues end-to-end – keeping mission-critical workloads highly available, protecting data everywhere, and providing insights to optimize costs and maintain regulatory readiness.


Veritas supports 500+ data sources, 150+ storage targets, 50+ clouds, and any deployment model imaginable. We serve 99% of the Fortune 100, 90% of the Fortune 500, and are the market leader in Software-defined Storage, Data Protection, and Archiving.


Veritas’ Worldwide Field Operations (WFO) propels company growth by driving all aspects of new business and channel sales and includes global sales operations and global sales enablement for all new business and renewal sales.


The Sales Engineering Manager - Public Sector is a leadership role responsible for developing and driving a high performing team of technical experts against the Veritas business vision within our Public Sector accounts. This includes all Federal, SLED and Healthcare accounts.  This role owns the accountability of delivering a team of trusted advisors that create valued solutions with both internal stakeholders and partners/industry leaders to solve their most complex business challenges. This role maintains a strong internal and external network of relationships and drives collaboration, enabling business goals.


You will create a culture of innovation where they’ll use Veritas solutions and services to help our customers rapidly get products, data and services to market through continuous delivery solutions. As a member of the core sales leadership team, the SE Manager - Public Sector will drive revenue growth across a defined set of customers. As a trusted customer advocate the incumbent will help organizations understand and implement best practices around advanced cloud-based solutions, and how to migrate existing workloads to the cloud. The incumbent will have the opportunity to help shape and execute a strategy to build mindshare and broad use of Veritas’ 360 data management portfolio.The incumbent will also need to be adept at interacting, communicating and partnering with other teams within Veritas such as the product development team, marketing, and professional services, as well as representing your team to executive management.


Focus areas


•       Technical advisory & Industry Leadership dealing with Public Sector customers


•       Market analysis & planning


•       Business development


•       Customer enablement


•       Sales Coordination


•       Partner Support


•       High Performing Team Development & Operations


Responsibilities


Technical and Business Leadership:


·         10-15 years of proven experience in a Technical leadership role

·         Proven track record of leading technology sales success in the public sector

·         Ability to lead and manage large direct and cross-functional teams

·         Ability to influence effectively with key stakeholders & C-Level leadership

·         Ability to present Veritas’s technical messaging to large and/or critical audiences

·         Strong customer and partner network with focus on customer CTO/CISO community

·         Regional GTM strategy definition capability and execution skills


Technical advisory:


·         Provides a level of technical expertise and technical closure for a specific solutions within an assigned strategic accounts and/or territories. Acts as a trusted advisor both internally and externally.


·         Provides strategic technical roadmap to the customer and actively consults with the account team


·         Coaches and develops team on technical aspects of solution and planning, including any technical training


·         Demonstrates thorough knowledge of all Veritas products and clients current product portfolio


·         Own the delivery of technical briefings for solutions and/products for external and internal customers/partners including proof of concepts/demonstrations when required.


Market analysis and planning:


·         Works with team to understand current account coverage and align to strategic coverage needs


·         Identifies opportunities within customer’s current product portfolio to grow the account


·         Maintains product/solution expertise of market trends in aligned technology including detailed understanding of the competition and translates those learnings into strategies planned within accounts assigned


Business development & Opportunity Management:


·         Translates customer business requirements into integrated technical solutions


·         Develops client demos for custom solutions


·         Communicates the Veritas technical value proposition to customer and runs the demo


·         Leverages cross domain architects skills to create integrated solutions architectures


·         Works with customer to finalize detail of proposed solution and drives to technical closure


·         Takes leadership role in large/complex deals


Client enablement:


·         Reviews technical readiness plans


·         Advises on the business value of technical skill development


Sales coordination:


·         Drives win-win solutions and resolves conflicts


·         Helps ensure profitability on complex, customized solutions


Partner support:


·         Mentors and supports analysis of any partner goals, objectives and needs


Technical & Non-Technical Competencies


Technical Skills:


·         Expert understanding of data management, security products (preferably Veritas’ products) including emerging products and how the products work together


·         Experience developing customized solutions on products


·         7-10 years’ experience in technical role within data management, security industry (preferably with Veritas)


·         Proven ability to map the customer’s business process to product capability


Management and communication:


·         Highly skilled mentor and leader; able to coach and communicate internally and externally


·         Expert in conflict resolution


·         Able to translate strategy into technical objectives


Leadership and relationships:


·         Viewed by team members as a strategic advisor


·         Develops collaborative relationships at different levels within the organization


·         Superior communication, particularly within the area of executive communications on technical matters


Business acumen:


·         Expert knowledge of customer’s business model


·         Assists in solution creating and opportunity identification


Solution selling:


·         Expert understanding of Veritas vision and technology; effectively communicates Veritas value prop on solutions


·         Expert negotiation skills and ability to drive value


·         Ability to map technical and commercial value to longer term business goals within customer environment.


·         Excellent presentation skills with experience of delivering and influencing at C level.


Experience & Qualifications


·         Proven experience in a Technical leadership role


·         10+ years of Direct Management experience; specifically in a high paced dynamic environment.


·         Degree educated with preference for MSc in Computer Science


·         Proven track record of leading technology sales success


·         Ability to influence effectively with key stakeholders


·         Ability to present Veritas’ technical messaging to large and/or critical audiences


·         Knowledge of Veritas’ portfolio and competitive technology


·         Strong customer and partner network with focus on customer CTO/CISO community


·         Regional GTM strategy definition capability


·         Ability to represent Veritas’ in key industry groups


·         Press, media and analyst engagement experience


·         Strong social media or industry brand


At Veritas, we care about the causes close to your heart and enable you to volunteer, donate, and do good. We also value uniqueness and know that a more diverse and inclusive workforce makes a winning team, so come as you are! Interested? Then apply and find out more about #TeamVTAS!


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