Director of High Touch & Sales Engineering

ESET•San Diego, CA

3d•Onsite

About The Position

The Director of High Touch Sales and Engineering leads the sales team in securing strategic new and renewal business opportunities while driving revenue growth through strong end-user relationships within a 100% channel-focused model. This role also leads the Sales Engineering team, ensuring the effective presentation and demonstration of our solutions to customers and reseller partners throughout the sales cycle.

Requirements

Bachelor's degree in Business Administration, Marketing, Management, or a related field required; Master's degree preferred. Equivalent combinations of education and relevant professional experience will also be considered.
10 years of experience in high touch sales or a similar role within the IT software industry.
Experience in managing and leading sales team min. 5 years.
A broad technology and software knowledge and experience with security products.
This person must be a self-starter and self-motivated, driven to exceed established goals.
Strong record of driving business results through channels with effective sales strategy and execution of the channel’s plans.
Proven ability to achieve results in a fast-paced, dynamic, rapidly growing business.
Demonstrate ability to effectively communicate the corporate strategy to the sales team and partners.
Excellent negotiation skills
Exceptional presentation skills.
Understanding of the reseller channel dynamics and experience working with resellers on a global scale.
Strategic thinker with the ability to analyse market trends, identify growth opportunities, and develop effective channel strategies.
Demonstrated track record of successfully leading, managing and coaching high-touch sales team.
Exceptional communication and presentation skills, with the ability to effectively convey complex concepts to diverse audiences.
Strong understanding of B2B Customer Cybersecurity needs and experience selling cybersecurity products to CISOS

Responsibilities

Provide leadership and coaching to subordinate teams to ensure they follow customer engagement strategy and lead conversation with potential and existing customers to identify customer needs and generate opportunities.
Manage engagement with customers across all elements, such as sales, presales, and other interactions, involves overseeing and coordinating activities to develop opportunities.
Identify most effective activities and lead entrusted teams to execute them to generate net new leads, follow up marketing leads, generate upsell opportunities and build account plans.
Perform conceptual, systemic, creative and methodical activities.
Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.
Contribute to strategic planning of superior organizational unit and align the strategy of own organizational unit with the strategy of superior organizational unit.
Ensure efficient planning and use of funds of the relevant organizational unit.
Propose and implement improvements of processes and work procedures.
Make efficient decisions based on all available information and be responsible for them.
Ensure efficient communication and sharing of relevant information and actively support cooperation within the team and with other organizational units.
Be responsible for formulation and achievement of goals of subordinate organizational units within HQ and offices in compliance with divisional goals.
Set clear and realistic goals and expectations towards work performance within prescribed deadlines.
Manage, plan and delegate work to immediate subordinates and be responsible for performance of assigned tasks in accordance with established procedures and processes.
Inspect work outputs, their quality and timely performance.
Provide regular feedback and evaluate work performance of employee (e.g. probation period, definite period, assessment interviews).
Ensure optimum planning of human resources, their substitutability and be responsible for attendance of team members.
Cooperate with direct superior on planning for personnel and organizational changes.
Cooperate on new employee recruitment process.
In cooperation with immediate subordinate prepare their personal development plans, ensure relevant development and educational activities and support implementation of new knowledge and skills in practice.
Encourage immediate subordinates to take initiative and responsibility in task performance, engage them in the decision-making process in order to increase their involvement and motivation.
Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others.
Effectively and thoughtfully use entrusted resources (human and financial).