About this role
Summary The Sales Engineer Manager is a Player/Coach role supports the HighTouch & Channel sales teams by providing high-level technical expertise and demonstrating the 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.
Job description FUNCTIONAL RESPONSIBILITIES AND DUTIES
• 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.
MANAGERIAL RESPONSIBILITIES
• 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. ** Please note this 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. **
The OTE for this range is $150K-$200K.
REQUIREMENTS Education: • University Degree or equivalent experience Or equivalent: CompTIA Network+ Or equivalent: CompTIA A+
Experience:
• Years of work experience: 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.
Knowledge:
• 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.
Language: • N/A
Communication: • N/A
Managerial skills: • N/A
Personal characteristics: • N/A
Benefits Health & well-being
• Cigna Medical Plan • Cigna Dental Plan • EyeMed Vision Plan • Reliance Standard Life Insurance • Reliance Standard Long Term Disability Plan • HealthJoy Employee Assistance Program • Cigna Supplemental Insurance • Lifestyle Spending Account • Bi-Weekly Mediation Series • On-site Gym and shower facilities
Family
• Volunteer Day off • Paid Time off • Tuition Reimbursement • Birthing Parent Match • Pet Insurance
Office
• Recreational Zone • Coffee & Snacks • Parking Benefit
Other
• Benefit Hub - Discounts on travel, cars, electronics, etc… • 401(k) retirement savings • ESET's Charitable Contributions Program • Referral Program
Primary location Tampa
Additional locations
Time type Full time