Manager, Sales Engineering

Alkami Technology•Bentonville, AR

8d•$155,000 - $195,000•Remote

About The Position

The Manager, Sales Engineering is a first-line people leader responsible for the day-to-day coaching, development, and deal support of a team of individual contributor Sales Engineers. This role ensures the team is executing effectively across active sales cycles—prepared, responsive, and aligned to client needs and Alkami’s solution capabilities. The Manager is the closest leadership resource to the IC team and sets the tone for how the function operates at the ground level. Success in this role is defined by the team’s win rate, quality of execution, and the growth of each SE over time. This role operates within a strategic framework set by the Senior Manager or Director and focuses on translating that direction into consistent, accountable daily action.

Requirements

Demonstrated ability to coach and develop individual contributors in a customer-facing technical sales environment
Strong understanding of enterprise SaaS pre-sales methodologies, solution design, and competitive positioning
Solid knowledge of banking operations, digital banking, account opening, lending, or core system integrations
Ability to provide direct, specific feedback that accelerates SE skill development in active deal situations
Experience managing pipeline coverage and aligning team workload to deal stage and revenue priority
Proficiency in CRM platforms (Salesforce) and strong documentation and follow-through habits
Effective cross-functional collaborator who can work well with Sales, Product, Implementation, and Marketing
Travel may be required up to 40% depending on team coverage needs

Nice To Haves

Prior experience as a Sales Engineer at IC3 or IC4 level
Experience in the financial institution market, including banks and credit unions
Background in onboarding or mentoring junior SE team members
Exposure to value-based selling or MEDDICC qualification frameworks

Responsibilities

Lead and develop a team of Sales Engineers (primarily IC3–IC4) through consistent 1:1s, deal coaching, and structured performance conversations.
Set clear expectations for execution quality, client engagement standards, and internal collaboration within the team.
Provide direct, specific feedback on demonstrations, discovery calls, business cases, and other SE deliverables to accelerate skill development.
Identify development needs early and create individual growth plans that build capability aligned to both team goals and each SE’s career path.
Onboard new team members with structured ramp plans and close coaching through early engagements to establish proficiency quickly.
Recognize strong performance and address underperformance promptly and constructively, creating a culture of accountability and high standards.
Monitor active pipeline and ensure each SE on the team has appropriate coverage, preparation, and support for deals at all stages.
Assist with deal strategy and competitive positioning on complex or at-risk opportunities, providing coaching and direct support as needed.
Review key team deliverables including demos, RFP responses, solution designs, and business cases to ensure quality and accuracy before client delivery.
Serve as a first-line escalation point for technical questions, competitive objections, or cross-functional issues the team encounters in active deals.
Coordinate SE assignments across the portfolio to balance individual workload and align the right experience to each opportunity.
Maintain accurate visibility into team pipeline activity, opportunity status, and SE workload through consistent CRM and documentation standards.
Communicate team capacity, deal risks, and performance trends to the Senior Manager or Director on a regular basis.
Contribute to SE team development by sharing field insights, identifying gaps in tools or assets, and participating in playbook and process improvement efforts.
Collaborate with Sales, Product, Implementation, and Product Marketing counterparts to ensure smooth deal execution and alignment on client expectations.
Model Alkami’s values in how the team engages clients, handles setbacks, and works with internal partners.