Manager, Sales Engineer

Role Summary

This is a senior role within the ASEAN Sales Engineering organization. This will be a player-coach role by leading the ASEAN presales team to partner with the sales team for team quota, own opportunity qualification, solution design, product demonstrations, and technical presentations. You will be required to travel and work in the field with your team, customers, and partners.

What You Will Do
- Lead a team of Sales Engineers across ASEAN countries, encompassing recruitment, direction, development, and retainment
- Direct and track the Sales Engineering team on “Day in the Life” activities defined to maximize the success of Sophos and themselves and address non-productive alignment of SE effort. Review the team’s progress through Financial, Technical and Operational lenses.
- Run weekly Sales Engineering Team Calls and monthly 1:1 calls to direct and support the team and focus on career growth.
- Ensure Sophos products and services best address the needs of ASEAN customers by closely working with Product Management and R&D through product forums, Early Access Programs and Feature Request processes.
- Direct and track Sales Engineering-led pipeline generation activities, such as Security Checkup and Assessments with customer accounts.
- Build and maintain relationships with distributors and key partners.
- Review and direct the SE team to help address the enablement and certification requirements of our partners to ensure the continued success of the partner, Sophos, and customer satisfaction.
- Keep the partner technical community informed and enthused with regular communications including newsletters and monthly Tech Community webinars.
- The technical spokesperson for ASEAN at industry events and webinars and work closely with marketing on planning and resourcing events.
- Escalation point for post-sales issues causing major customer satisfaction or revenue-impacting issues. This includes weekly calls with APAC Support Director for alignment.
- Build and maintain relationships with key customers, including non-technical and C-Suite.
- Review all key sales opportunities with my team to validate
- A. Proposed solution is correct and complete including the appropriate levels of hardware, software, services, and support
- B. Solution aligns with the customer’s needs and expectations
- C. Plan to achieve a Technical Sales Win status is well-defined, complete, resourced, and timely.
- D. Identify risks to achieving Technical Sales Wins and help find a solution to mitigate such risks
- Share the technical status of key deals in Forecast Reviews, and risk mitigation plans.
- Represent the status and plans of the ASEAN SE Team at QBR.

What You Will Bring
- **Essential**:

- 8-10 years experience in technical sales or presales at the regional level preferably
- 3 - 4 years of Sales Engineering leadership experience
- Strong experience with both Endpoint and Network Security
- Strong knowledge of cloud, virtualization, SD-WAN, threat intelligence solutions, and landscape
- Experience managing a technical team in part of the ASEAN region
- Excellent verbal and written communication skills

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What's Great About Sophos?
- Our people - we innovate and create, all of which are accompanied by a great sense of fun and team spirit
- Employee-led diversity and inclusion networks that build community and provide education and advocacy
- Annual charity and fundraising initiatives and volunteer days for employees to support local communities
- Global employee sustainability initiatives to reduce our environmental footprint
- Global fitness and trivia competitions to keep our bodies and minds sharp
- Global wellbeing days for employees to relax and recharge
- Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

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