Manager, Sales Engineering - Federal

NetCareers•Kirkland, WA

2d•Remote

About The Position

Chainguard is hiring a Manager, Sales Engineering to support its Federal business. The role partners with the Federal Sales Leader to help customers evaluate the solution, demonstrate its value, and develop and execute technical sales strategies and account plans for federal clients. The manager leads and develops a team of sales engineers, including hiring and staffing to support business growth, setting performance goals, and conducting evaluations. The position works closely with federal customers and internal sales, product management, engineering, and marketing teams. It provides technical expertise throughout the sales process, develops customized solutions and technical proposals, and maintains customer relationships as a trusted advisor. The role also provides customer support, shares market and customer feedback with product management, maintains federal sales collateral, tracks performance metrics, and manages team improvement and expenses. Chainguard describes itself as the safe source for open source software, with a library of open source software designed to be secure by default. The company emphasizes customer focus, intentional action, collaboration, trust, transparency, and a supportive team environment.

Requirements

At least 5 years of Sales Engineering leadership experience supporting clients in the Federal government.
At least 4 years of experience as a Sales Engineer supporting clients in the Federal government.
Experience with container technologies such as Kubernetes, serverless, and Docker.
Experience with cloud technologies such as AWS, Azure, or Google Cloud.
Experience with cloud security or container security.
Experience with MEDDPICC and/or Command of the Message sales frameworks.
Ability to build credibility with customers and act as a trusted advisor.
Strong teamwork and commitment to helping and mentoring peers.
Persistence and passion for achieving success.

Responsibilities

Partner with the Federal Sales Leader to help customers evaluate and prove the value of Chainguard’s solution.
Develop and execute technical sales strategies and account plans for federal clients.
Lead, guide, mentor, and support the professional development of a team of sales engineers.
Hire and staff sales engineers to support the growth of Chainguard’s Federal business.
Set performance goals and conduct regular performance evaluations.
Collaborate with sales to identify federal customer requirements and provide technical expertise during the sales process.
Conduct product demonstrations, technical presentations, and proof-of-concept trials.
Design customized solutions that meet federal customer needs and requirements.
Develop technical proposals, including specifications, architecture diagrams, and implementation plans.
Build and maintain relationships with key federal customers, serving as a trusted advisor.
Provide ongoing technical support and address issues or concerns during and after the sales process.
Stay current with industry trends, competitive products, and emerging technologies relevant to the federal sector.
Provide product management with feedback on federal customer requirements and market demands.
Work with product management, engineering, and marketing to align federal strategies with product capabilities.
Create and maintain technical sales collateral for the federal practice, including presentations, data sheets, and white papers.
Track and report key performance metrics, including technical wins and losses, POV time to close, and ARR.
Identify areas for staff improvement and implement corrective actions as needed.
Monitor expenses and ensure adherence to budget constraints.