Sales Engineering Manager

Profile

Sales Engineering Manager - EMEA
Lookout is an integrated endpoint-to-cloud security company. Our mission is to secure and empower our digital future in a privacy-focused world where mobility and cloud are essential to all we do for work and play. We enable consumers and employees to protect their data, and to securely stay connected without violating their privacy and trust. Lookout is trusted by millions of consumers, the largest enterprises and government agencies, and partners such as AT&T, Verizon, Vodafone, Microsoft, Google, and Apple. Headquartered in San Francisco, Lookout has offices in Haarlem, Boston, India, Singapore, London, Sydney, Tokyo, Toronto and Washington, D.C.
Who are we looking for?
We are looking for an accomplished technical leader for our EMEA Enterprise Sales Engineering team. You will have leadership responsibility for Sales Engineering within the EMEA Region and will act as a working manager, leading from the front. You will be a part of an elite technical pre-sales team responsible for driving the success of our security platform. You should have a demonstrable background in Sales Engineering, with a broad security, technology and business background. You should be able to demonstrate consistent success in leveraging innovation to achieve revenue and sales growth. You will partner closely with our EMEA Enterprise and Channel Sales Leaders, to increase market share and develop and execute aggressive growth strategies across markets. Ideal candidates should have deep technical skills in cyber security and cloud technology concepts, along with solid interpersonal and relationship building skills. You must be a self-starter, continuously act as an industry subject matter expert, and strive to help us drive our Endpoint to Cloud security story. Your primary objective will be to grow the business, leading the team in support of the sales organization, working directly with prospective customers and partners.
This is a highly visible, and highly impactful role – You will have a compelling opportunity to impact the business and advance your career.
What will you do?
Recruit, hire, and on-board new Sales Engineers into your territory.
Build a strong team culture and strive for the highest levels of engagement and satisfaction among team members and customers.
Articulate the high-level benefits of Lookout products and solutions to our target audiences (typically senior security management up to CISO and CIO).
Construct best practices for presentations, demos, and Proof of Concept/Value exercises as well as overall win strategy.
Responsibility for training and mentoring new Sales Engineers and assisting with periodic SE training curriculum.
Support the field SE team in complex evaluations, troubleshooting, and challenging customer environments.
Build and maintain relationships with key customers in the territory to solidify reference accounts and to assist the account teams with defining plans to drive business.
Manage performance and key talent closely ensuring that we are taking the necessary actions to retain top talent.
Conduct ongoing 1:1's with team members to provide constructive feedback and skills development.
Work cross functionally with support, customer success, product management, engineering, and other organizations to ensure alignment with the field, provide product feedback.
Provide an escalation point for pre-sales and post-sales technical issues that arise in the territory.
Take an active role in your region's customer success and help resolve any customer satisfaction issues, escalating cross functionally when needed.
What’s needed?
Enthusiastic and creative leader with the ability to inspire others.
Solid track record in building, developing and recruiting high-performance teams based on a large network of talent in the software and systems industry.
A coach with a strong ability to motivate the team, investing in their growth and development
A trusted individual with strong ties with the customer & partner security community
Experience working with and selling cloud-based technologies (SaaS, IaaS, and PaaS)
In-depth knowledge of security technologies and solutions with prior experience selling security technologies including but not limited to: CASB, Enterprise Mobile Security, NG Firewalls, SSL/IPSec, VPN’s, SSO, and DLP solutions.
Knowledge of how to deliver comprehensive security solutions to our customer base and maintain a general understanding of competitive selling strategies.
Resilience and tenacity to be successful in an extremely fast-paced, ever-changing environment.
Ability to manage influence through persuasion, negotiation, and consensus building.
Analytical and process-oriented mindset.
Excellent communicator with exceptional presentation skills, the ability to boil down complex topics into clear and easily understandable messages. Comfortable in public speaking and presenting to both internal and external executive audiences.
3 years of previous successful sales engineering leadership experience.
Prior experience growing teams in early stage startups with limited resources.
Location preferred in proximity to the Netherlands, Haarlem area or UK, London area and readiness to travel 40-60% within the EMEA region. Remote applications considered.
Desired:
5 years of enterprise Pre-Sales experience working directly with network or cloud security products.
Prior experience with other vendor Cloud Security solutions is advantageous.
Strong security skills that would include hands-on experience with Netskope, Symantec, McAfee, Checkpoint, Juniper, etc.

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