Sales Engineer Manager

ESET•Tampa, FL

4d•Hybrid

About The Position

The Sales Engineer Manager is a Player/Coach role that supports the HighTouch & Channel sales teams by providing high-level technical expertise and demonstrating ESET’s full portfolio of cybersecurity solutions. This role partners with sales teams, partners, and customers to deliver product demonstrations, support proof-of-concept engagements, and qualify technical requirements throughout the sales process. The position is open to candidates across North America and Canada. For those based in San Diego, the role will be hybrid; for all other locations, it will be fully remote.

Requirements

University Degree or equivalent experience
CompTIA Network+ Or equivalent
CompTIA A+ Or equivalent
8+ years of relevant experience in Sales Engineering, Solutions Engineering, or technical pre-sales within B2B SaaS.
Minimum 3+ years of direct people leadership experience managing Sales Engineering or Solutions Engineering teams.
Ability to assess the security posture of an enterprise environment and recommend and implement appropriate security solutions; monitor and secure hybrid environments, including cloud, mobile, and IoT; operate with an awareness of applicable laws and policies, including principles of governance, risk, and compliance; identify, analyze, and respond to security events and incidents.
Understands (Intermediate admin) Operating system configuration (Windows, Mac, Linux).
Can establish network connectivity, monitor activity, carry out hardening, configure and troubleshoot infrastructure.
Understands Virtual Machine usage.

Responsibilities

Act as a senior technical advisor to the SE team, strategic customers and sales teams.
Provide detail & tailored technical demonstrations of ESET solutions (MDR, Endpoint, Encryption, MFA, ECOS, EDR, CTI).
Conduct 'proof of value' assessments for end customers and strategic channel partners.
Collaborate with partners to improve technical enablement, solution adoption, and joint customer engagements.
Support high-value enterprise sales opportunities through direct technical leadership on complex deals.
Engage with CIO, CTO, CISO, and enterprise architecture leaders within strategic accounts.
Assist in deeper qualifications of customer requirements and contribute to opportunity responses in the CRM.
Keep up to date with industry knowledge and news from a technical perspective.
Develop and maintain up-to-date testing programs/demonstration environments for all ESET solutions.
Continuously refine technical sales processes, methodologies, and best practices.
Manage, coach, and develop a team of high performing Sales Engineers in the HighTouch segment in North America as well as Sales Engineers supporting our channel partners, MSP partners and alliance partners.
Establish clear performance expectations and accountability standards.
Hire and develop top technical talent aligned to ESET’s enterprise growth ambitions.
Foster a culture of technical excellence, collaboration, and customer-centricity.
Partner closely with Sales leadership to align technical resources to revenue priorities.
Support Channel Sales and strategic partnerships by enabling SEs to effectively engage partner-led deals.
Strengthen the technical value proposition in competitive and complex cybersecurity engagements.
Improve deal velocity and technical qualification discipline.
Implement scalable processes for technical validation, proof-of-value, and deal support.
Analyze engagement patterns and pipeline data to optimize resource allocation.
Partner with RevOps to align technical activity with revenue predictability.
Collaborate with Product and Engineering to ensure field & SMR feedback informs roadmap and positioning.
Coach SEs on navigating technical buyer personas including security, IT, and developer stakeholders.
Represent Sales Engineering in executive-level and strategic customer engagements when needed.
Adherence and enforcement of SPICED sales methodology across the SE org.