USASr. Sales Engineer Enablement Manager
1 мес. назад
USASenior
technical storytellingsolution designfield strategy
Senior Sales Engineer Enablement Manager responsible for building technical training frameworks and strategies to scale SE teams.
Требования
- Experience: 10+ years in Technical Sales, Solutions Architecture, or Technical Enablement within SaaS, Networking, or Cybersecurity—with a track record of influencing deal outcomes in the field, not just building content.
- Field Credibility: Real scars from the field: must have operated as a trusted technical advisor in complex, competitive enterprise sales environments.
- The Architect Mindset: Proven ability to build reusable technical frameworks and standardized playbooks that scale globally.
- Value-Selling Fluency: Deep familiarity with value-selling frameworks (e.g., the three whys, MEDDIC) and the ability to coach SEs to connect capabilities to C-level business outcomes.
- Competitive & Displacement Expertise: Demonstrated experience building displacement strategies and coaching teams to win in head-to-head technical evaluations.
- Modern Infrastructure Knowledge: Broad understanding of Cloud-First Architectures (SASE, ZTNA, Edge Computing), Security & Identity Principles, and Cloud Ecosystems (AWS, Azure, GCP).
- Communication: Exceptional ability to distill complex technology for audiences ranging from infrastructure architects to the CISO.
- AI Champion: Forward-thinking use of AI to drive field productivity and enhance the customer-facing technical journey
Другое
- Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started to redefine Cloud, Network and Data Security.
- Since 2012, we have built the market-leading cloud security company and an award-winning culture powered by hundreds of employees spread across offices in Santa Clara, St. Louis, Bangalore, London, Paris, Melbourne, Taipei, and Tokyo. Our core values are openness, honesty, and transparency, and we purposely developed our open desk layouts and large meeting spaces to support and promote partnerships, collaboration, and teamwork. From catered lunches and office celebrations to employee recognition events and social professional groups such as the Awesome Women of (AWON), we strive to keep work fun, supportive and interactive. Visit us at Careers. Please follow us on LinkedIn and Twitter @ .
- The Sr. SE Enablement Manager is a high-impact, strategic role bridging complex product engineering and world-class field execution. You aren’t just a trainer—you are a Solution Designer, Technical Storyteller, and Field Strategist, responsible for building the technical frameworks, POV methodologies, and architectural blueprints that allow our SE teams to scale and win. This role is measured by field results, not content output.
- This role is anchored to field outcomes. The ideal candidate will be held accountable to:
- Win Rate Improvement: Measurable improvement in enterprise and strategic deal win rates.
- POV Velocity: Decreased SE time-to-POV through standardized, battle-tested methodologies.
- SE Ramp Time: Reduced onboarding time for new hires and for new products introduced to market.
- Field Conversion Metrics: Improved deal-stage conversion from technical qualification through to close.
- Field Immersion —: Embed in active, high-stakes deals to diagnose and fix broken execution patterns in real time—not from the sidelines.
- Player-Coach: Provide hands-on architectural oversight in complex enterprise deals, helping SEs navigate difficult technical and political environments.
- Objection Handling at Scale: Equip SEs with proven frameworks to handle live customer pushback—from technical objections to competitive attacks—so no deal is lost to an unhandled objection.
- Business Pain to Business Outcomes: Train SEs to translate technical pain into measurable business outcomes using value-selling frameworks such as the “three whys,” ensuring every POV is grounded in business impact.
- Competitive Technical Strategy: Build and refine competitive displacement playbooks so SEs win head-to-head evaluations against entrenched incumbents.
- Field-Proven Execution Patterns: Translate product capabilities into repeatable, scalable win patterns—moving from one-off heroics to methods the entire SE org can execute.
- SE Accreditation & Channel Enablement: Design, build, and maintain the internal SE Accreditation Program and mandatory certification paths for Channel Partners to ensure world-class technical rigor across the ecosystem.
- SE Fast Start & Practice Model: Architect the SE Fast Start onboarding program and the SE Pool/Practice Model—including practice POVs and check-and-balance protocols—to accelerate field readiness and cut ramp time.
- Global SE Summit: Deliver a virtual summit with hands-on labs for technical depth and cross-regional alignment.
- Thought Leadership: Represent at industry conferences, webinars, and Executive Briefing Centers (EBCs).
- Customer Success Synergy: Partner with Post-Sales teams to capture customer spotlights and ensure post-sale value informs pre-sales strategy.
- Transformation Experience: Track record leading Legacy-to-Cloud security or infrastructure transformations for mid-to-large enterprises.
- Methodology: Familiarity with Agile, Scrum, PMP, or similar frameworks for managing global program rollouts.
- Certifications: CISSP, CCSP, CCSK, or equivalent cloud/security certifications a plus.
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- Bachelor's degree in Computer Science, Information Technology, Business, or a related field preferred.
- #LI-MD1
- Compensation:
- At , salary is one component of our competitive total rewards package. The salary range for this position is as listed below. This is a national range. For purposes of complying with applicable laws, the range applies to candidates in California, Colorado, Illinois, Maryland, New York, Washington, and other states.
- The successful candidate’s starting pay will also be determined based on job-related skills, experience, qualifications, location, and market conditions.
- For all sales roles, the posted salary range is the On Target Earnings (OTE) range for the role, which is the sum of base salary and target commission amount at 100% goal achievement.
- In addition to salary, candidates may be eligible for other forms of compensation such as participation in a bonus plan (for non-sales roles) and a stock award program. Candidates may also be eligible for a comprehensive health plan and other benefits that can be reviewed at Benefits site .
- is committed to implementing equal employment opportunities for all employees and applicants for employment. does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran statues, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expression, genetic information, pregnancy (including childbirth, lactation and related medical conditions), or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate.
- respects your privacy and is committed to protecting the personal information you share with us, please refer to 's Privacy Policy for more details.
- The application window for this position is expected to close within 50 days. You may apply by filling out the below information, or visiting our Careers site.