Manager, Enterprise Sales Engineering - TOLA

About the Role

Lead and mentor a high-performing team of sales engineers, driving technical sales strategies and proving the value of Chainguard's secure software supply chain solutions to enterprise customers. This role is crucial for expanding our market presence and ensuring customer success in a rapidly evolving security landscape.

Responsibilities

• Partner with regional Sales Leadership to help customers evaluate and prove the value of our solutions.
• Develop and execute technical sales strategies and account plans.
• Lead and manage a team of sales engineers, providing guidance, mentorship, and professional development opportunities.
• Recruit and staff sales engineers to support Chainguard’s Enterprise business growth.
• Set performance goals and conduct regular performance evaluations for the team.
• Collaborate with the sales team to identify Enterprise customer requirements and provide technical expertise during the sales process.
• Stay current with industry trends, competitive products, and emerging technologies relevant to the Enterprise sector.
• Provide feedback to product management on customer requirements and market demands.
• Assist in the creation of technical sales collateral, including presentations, datasheets, and whitepapers.
• Track and report on key performance metrics, including Tech Wins/Losses, POV Time to Close, and ARR.
• Identify areas for staff improvement and implement corrective actions as needed.
• Monitor expenses and ensure adherence to budgetary constraints.

Requirements

• Minimum of 4+ years of experience in Sales Engineering Leadership supporting Enterprise accounts.
• Minimum of 8+ years of experience as a Sales Engineer supporting Enterprise accounts.
• Strong understanding of container technologies (Kubernetes, Serverless, Docker).
• Expertise in cloud technology platforms (AWS, Azure, Google Cloud, etc.).
• Experience with cloud security or container security solutions.
• Familiarity with MEDDPICC and/or Command of the Message sales frameworks.
• Proven ability to act as a trusted advisor, building credibility with customers.
• Strong team player committed to helping and mentoring peers.
• Must be located in the United States and reside in the TOLA region.

About Chainguard

Chainguard is dedicated to being the secure foundation for software development and deployment, providing guarded open source software to eliminate threats in software supply chains. This role directly contributes to our mission by enabling enterprise clients to adopt and benefit from our secure-by-default solutions.