VP Global Sales Engineering
Lexington, MA, USA | Mimecast
Job Description:61 people have viewed this job
As the Vice President of Global Sales Engineering you will report to the Chief Operating Officer and provide a key role supporting the sales of Mimecast products and services. As a senior member of the Go-To-Market staff you'll be responsible for coordinating a global organization of Sales Engineers on strategy and methods to increase operational efficiency.
Vice President of Global Sales Engineering will also be responsible for coordination of the regional leaders around the globe to ensure the corporate strategy is communicated with each of the operating regions. Additionally, you will share the needs of the team with the global Go-To-Market leadership group.
Additional responsibilities include continual improvement of operational efficiency of the team. This includes talent identification and promotion, reporting and metrics, technical solution validation, onboarding and training of employees, managing the team budget and capacity planning.
The successful candidate will be an enthusiastic and professional individual with commercial acumen and professional presentation skills. A natural curiosity for understanding technical environments and willingness to learn about evolving solutions is a must. Experience managing distributed team members is essential.
Sales Engineering Management
Coordinate with global sales managers and define strategy and operational model for coverage. This involves regular meetings with sales and other global and regional management to ensure the team is providing proper support for the sales team. Assist regional directors with planning for the team to avoid gaps in coverage, tracking utilization for planning and resolving resourcing conflicts when necessary.
Team Mentoring and Leadership
Expertise with sales engineering methodology will be instrumental in helping regional leaders growing the skills within their respective teams. Providing them with guidance through regular reviews will help to achieve this, in conjunction with your personal management style. the VP of Global Sales Engineering synchronizes regularly with global and regional counterparts to align the strategy and approach for the Sales Engineering function.
Providing Executive Pre-Sales Support
Providing executive sponsorship and support to major and strategic sales opportunities and engaging with senior management and technical contacts in customer and reseller partner organizations, to ensure the Mimecast service is positioned correctly, understood and any technical objections are overcome.
This position requires continuous improvement of the Sales Engineering function. The VP of Global Sales Engineering will be responsible for:
Defining the reporting and metrics for the global team
Process for identifying talent, training and continuous evaluation of skills
Technical evaluations such as Proof of Concepts and Product Trials
Coordination and improvement of the sales process
Budgeting and expense management
Voice of the Customer
The VP of Global Sales Engineering will be responsible for gathering feedback from customers and prospects about the product. This includes how the product compares to the competition, missing functionality, market shifts and other important insight. The role will gather this feedback from the global Sales Engineering team and provide insight and strategy to the product and executive teams.
Facilitating reseller and partner relationships
This position will also involve ensuring that Mimecast reseller partners are capable of selling and supporting Mimecast services. This will include the program for training partners, tracking their success, and developing working relationships with senior staff in the reseller partner organization.
Within this corporate IT enviornment, you will be required to have:
Prior experience working in Cyber Security industry
Experience leading a team of pre-sales engineers
Ability to manage team members in-person and remotely
Strong presentation skills
Ability to be proactive and self sufficient
Experience in dealing with customers of differing sizes in a pre-sales setting
Familiarity with sales methodologies such as Force Management, Solution Selling, The Challenger Sale or similar
Demonstrated ability to handle objections and think on your feet
Ability to work with and gain input and resources from multiple teams and disciplines
Capacity to explain technical solutions to a business focused customer
Experience in consultative selling of complex services
History of leading by example
Up to 50% travel
Experience of working in a high growth and dynamic company
Track record of project leadership and successful completion
Experience of operating in an indirect sales environment
Expertise with running globally distributed team
Deep understanding cyber-security and related topics
Understanding of records management and data compliance such as GDPR, CPI and HIPAA
Proficiency in the architecture of a typical business email systems
Understanding of SaaS-based solutions
Experience of presenting effectively to large audiences on a variety of topics
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