Director, Sales Engineering

📋 Description

• • As the Director of Sales Engineering at Menlo Security, you will be instrumental in shaping and scaling our US Commercial and Enterprise Sales Engineering (SE) organization, driving technical excellence and accelerating revenue growth within our non-public sector segments.
• • This is a pivotal leadership role where you will not only manage a team but also build the very engine that powers our technical sales strategy, ensuring our solutions are effectively communicated and implemented for clients.
• • You will be responsible for mentoring and developing a high-performing team of Sales Engineers, fostering an environment of continuous learning, innovation, and accountability.
• • A key aspect of your role will be to optimize our technical sales processes, from initial discovery and qualification to the execution of targeted Proofs of Value (POVs), ensuring they are efficient, impactful, and directly tied to demonstrable business value for our clients.
• • You will act as a crucial liaison, bridging the gap between our field sales teams, Product Management, and Engineering, ensuring that customer needs and market feedback are effectively translated into product requirements and strategic initiatives.
• • Collaborating closely with sales leadership, you will design, create, and present compelling business solutions that address client challenges and drive revenue growth, leveraging your deep technical expertise and understanding of our product portfolio.
• • You will establish and meticulously monitor key performance metrics and targets for the Sales Engineering team, implementing data-driven strategies to continuously improve performance and exceed goals.
• • Your role involves partnering with global SE leadership to refine and scale core sales engineering methodologies, including discovery, technical qualification, tailored demonstrations, and effective POVs, ensuring consistency and excellence across the organization.
• • You will provide leadership and foster strong engagement with key Menlo Partners and customers, building trusted advisor relationships and ensuring their success with our solutions.
• • A significant contribution will be your participation in regional industry events and organizations, representing Menlo Security as a thought leader and evangelizing our innovative approach to cybersecurity.
• • You will drive regional product requirements by actively engaging with Product Management and Engineering, providing invaluable insights derived from market trends, competitive analysis, and direct customer feedback.
• • Analyzing market dynamics, the competitive landscape, and customer feedback will be essential for identifying opportunities for product optimization and strategic differentiation.
• • This role demands a leader who can influence technical decision-makers and executives, articulate complex technical concepts clearly, and build consensus around solutions.
• • You will be expected to travel frequently to engage with clients, partners, and internal teams, ensuring a strong presence and effective collaboration across the US.
• • The ideal candidate possesses a Bachelor’s Degree in Engineering or a related field, or equivalent practical experience, coupled with over 10 years of experience in sales engineering or systems engineering.
• • Crucially, you will have at least 2 years of proven experience managing and directing a sales engineering team, demonstrating your ability to lead, motivate, and develop talent.
• • In-depth knowledge of IT Security Technology is paramount, with hands-on experience in the deployment, configuration, and troubleshooting of Web Proxy technologies being a core requirement.
• • You will also need in-depth experience with critical protocols and technologies such as SMTP, NGFW, SAML, ADFS, and SSL.
• • While not mandatory, experience with DLP, CASB, and SD-WAN technologies will be considered a significant advantage.
• • Strong expertise in cloud infrastructure, virtualization (VDI/RDS), Zero Trust Network Access (ZTNA), or application delivery technology is highly desirable.
• • Familiarity with emerging technologies like GenAI, including playbooks for LLMs, Small Language Models (SLMs), retrieval-augmented generation (RAG), and agentic architectures, will set candidates apart.
• • A track record of demonstrated success working with Fortune 1000 companies is essential, showcasing your ability to navigate complex enterprise environments.
• • Exceptional customer relationship and people management skills, combined with strong written communication and presentation abilities, are critical for success in this client-facing role.
• • Excellent project management skills are required to effectively manage multiple initiatives and ensure timely delivery of technical solutions.
• • The ability to travel frequently is a necessity for this role, enabling you to connect with clients and teams across the region.
• • You will be joining a company with a strong mission, well-funded for growth, and backed by top-tier investors, offering a dynamic and exciting environment to build a legacy.
• • Our culture is built on core values of collaboration, inclusivity, and a shared drive to achieve together, providing ample opportunities for initiative and innovation.