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VP Global Sales Engineering

Lexington, MA, USA | Mimecast

  • Industry:
    Information Technologies
  • Position Type:
    Full-Time
  • Functions:
    Business Development
    Sales
  • Experience:
Job Description:
64 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. 


Responsibilities

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.


Operational Improvement

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.

Qualifications


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


Desirable Skills:  


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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