Senior Director of Sales Engineering

Omnissa•Mountain View, CA

25d•Remote

About The Position

We are Omnissa! Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions - including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance - into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost. Guided by our Core Values - Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value - we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you. What is the opportunity? As the Senior Director of Sales Engineering, you will have the opportunity to lead, inspire, and develop a high‑performing organization of Sales Engineering Managers and their teams who support some of Omnissa’s largest and most influential customers across the United States. In this senior leadership role, you will shape the technical go-to-market strategy for the Americas, elevate operational excellence, and serve as a critical conduit between Omnissa’s platform capabilities and the strategic business outcomes of our enterprise customers. You will help define the future of how Omnissa delivers value, create high‑impact organizational mechanisms, and champion a culture rooted in trust, innovation, and customer obsession. Here’s more: Provide strategic leadership to a multi‑layer Pre-Sales Engineering organization by managing 7 first‑line managers, each leading teams of individual contributing solution engineers in multiple verticals across the region. Coach, mentor, and develop Sales Engineering Managers—strengthening leadership capabilities, succession planning, and technical and business acumen. Drive a culture of collaboration, high performance, accountability, and technical excellence across the broader SE organization. Partner closely with regional Sales leadership to co‑define and execute territory go‑to‑market priorities and customer engagement strategies. Oversee the design and delivery of compelling demonstrations, technical evaluations, proofs of concept, and competitive win strategies that clearly articulate Omnissa’s business value. Explicitly position Sales Engineering as a co-owner of revenue outcomes, with accountability tied to pipeline influence, deal progression, and close rates—not just technical validation. Scale vertical-specific and use-case-driven SE engagement models to meet rising enterprise demand and reduce sales cycle friction. Increase early-stage SE involvement in strategic accounts to shape architecture decisions upstream and avoid late-stage competitive displacement. Establish standardized SE metrics tied to win rates, deal size uplift, competitive wins, and time-to-value, aligned with regional sales KPIs. Formalize SE-led value engineering and business outcome storytelling to clearly quantify ROI, TCO reduction, and productivity gains for executive buyers. Institutionalize repeatable technical win strategies for top competitors, including playbooks, objection handling, and differentiation frameworks. Elevate SEs as trusted advisors to CIO, CISO, and Digital Workplace leaders, not just technical validators—focused on long-term architecture and roadmap alignment. Expand SE collaboration with channel, GSIs, and technology partners through joint solution design, co-selling motions, and shared demonstrations. Invest in enablement programs that sharpen commercial acumen, executive presence, and consultative selling skills across the SE organization. Leverage AI-driven tools and analytics to optimize SE resource allocation, deal prioritization, and customer engagement insights. Use deep insight into regional customer needs, industry trends, and partner ecosystem dynamics to drive customer success and expand Omnissa’s presence. Develop organizational mechanisms that improve consistency, velocity, and performance across all SE teams. Break down organizational barriers, remove recurring blockers, and scale best practices across the region and globally. Foster and evangelize Omnissa’s culture—building an organization known for trust, inclusiveness, operational rigor, and innovation. Engage in critical customer escalations and provide guidance across the Omnissa organization while engaging directly with the customer Interface with Engineering/PMs regarding Opportunity Blockers and Feature Requests, including the prioritization of each What will you bring to Omnissa?

Requirements

Minimum of 10-12+ years of leadership multi-level experience in presales, sales engineering, or technical field organizations, including experience managing leaders who oversee multi‑layer teams.
Proven ability to scale technical organizations and guide teams supporting large enterprise or global accounts in SaaS, EUC, or cloud infrastructure.
Strong understanding of modern digital workspace technologies, including Unified Endpoint Management, Virtual Apps and Desktops, Zero Trust or Employee Experience solutions.
Demonstrated success influencing strategic IT and business outcomes with senior executives and C‑level leaders.
Exceptional leadership, coaching, and communication skills, with the ability to develop strong managers and grow talent at all levels.
Strong cross‑functional partnership experience—working with Sales, Channel, Product, and Customer Success to create cohesive strategies and drive joint outcomes.
Deep experience leading teams through complex, multi‑stakeholder evaluations with large enterprise organizations.
Bachelor’s degree preferred, or equivalent combination of education and relevant professional experience.

Nice To Haves

Familiarity with AI‑driven, automation‑enabled, or analytics‑powered IT platforms is a strong advantage.

Responsibilities

Provide strategic leadership to a multi‑layer Pre-Sales Engineering organization by managing 7 first‑line managers, each leading teams of individual contributing solution engineers in multiple verticals across the region.
Coach, mentor, and develop Sales Engineering Managers—strengthening leadership capabilities, succession planning, and technical and business acumen.
Drive a culture of collaboration, high performance, accountability, and technical excellence across the broader SE organization.
Partner closely with regional Sales leadership to co‑define and execute territory go‑to‑market priorities and customer engagement strategies.
Oversee the design and delivery of compelling demonstrations, technical evaluations, proofs of concept, and competitive win strategies that clearly articulate Omnissa’s business value.
Explicitly position Sales Engineering as a co-owner of revenue outcomes, with accountability tied to pipeline influence, deal progression, and close rates—not just technical validation.
Scale vertical-specific and use-case-driven SE engagement models to meet rising enterprise demand and reduce sales cycle friction.
Increase early-stage SE involvement in strategic accounts to shape architecture decisions upstream and avoid late-stage competitive displacement.
Establish standardized SE metrics tied to win rates, deal size uplift, competitive wins, and time-to-value, aligned with regional sales KPIs.
Formalize SE-led value engineering and business outcome storytelling to clearly quantify ROI, TCO reduction, and productivity gains for executive buyers.
Institutionalize repeatable technical win strategies for top competitors, including playbooks, objection handling, and differentiation frameworks.
Elevate SEs as trusted advisors to CIO, CISO, and Digital Workplace leaders, not just technical validators—focused on long-term architecture and roadmap alignment.
Expand SE collaboration with channel, GSIs, and technology partners through joint solution design, co-selling motions, and shared demonstrations.
Invest in enablement programs that sharpen commercial acumen, executive presence, and consultative selling skills across the SE organization.
Leverage AI-driven tools and analytics to optimize SE resource allocation, deal prioritization, and customer engagement insights.
Use deep insight into regional customer needs, industry trends, and partner ecosystem dynamics to drive customer success and expand Omnissa’s presence.
Develop organizational mechanisms that improve consistency, velocity, and performance across all SE teams.
Break down organizational barriers, remove recurring blockers, and scale best practices across the region and globally.
Foster and evangelize Omnissa’s culture—building an organization known for trust, inclusiveness, operational rigor, and innovation.
Engage in critical customer escalations and provide guidance across the Omnissa organization while engaging directly with the customer
Interface with Engineering/PMs regarding Opportunity Blockers and Feature Requests, including the prioritization of each