Manager Sales Engineering

Sales Engineering Manager

Location:

Santa Barbara, CA (Remote – California / West Region), United States of America.

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Thales is hiring an experienced Sales Engineer Manager who is an experienced technology leader who is comfortable at the intersection of technology and business. They should be able to demonstrate the ability to think strategically about business, technical challenges, and solutions. The Sales Engineer Manager will lead a team of Sales Engineers supporting field sales and partners, while collaborating with Professional Services and Product Management to ensure customer success in designing and implementing data security projects in both the public cloud and on-premises.

• Manage pre-sales support resource allocation across sales territories to optimize sales
• Ensure that all Sales Engineer (SE) possess the necessary product knowledge, technical skills, and communication abilities to work effectively with a diverse range of vertical markets, customer environments, and partners, thereby achieving their assigned revenue and profit targets
• Coach and mentor SEs as well as define their corporate goals and objectives
• Facilitate the definition and development of career objectives and action plans for sales engineers to achieve their goals
• Ensure skill and professional development plans are in place for all SEs
• Provide tactical sales engineering support as needed across all regions to support the entire team
• Be a subject matter expert in the Thales Data Security portfolio.
• Present to existing and potential customers and partners—including development staff, CXOs, and analysts—information about the technical and business benefits of Thales cybersecurity solutions
• Use consultative selling skills to lead in-depth architectural discussions and design sessions with key customers to understand their technical requirements and business strategies, helping them define their needs and recommending solutions that align with those needs using company products
• Be passionate about helping customers protect their most important assets—their data
• Work closely with the Product Management team to identify, evaluate, and recommend strategic product enhancements based on market initiatives, new technology, partnerships, or customer requirements
• Arrange and coordinate product demonstrations or trial installations
• Maintain a high level of technical awareness regarding relevant products, competitors, and market trends
• Serve as a subject matter expert and technical leader within the organization, acting as a trusted advisor to our customers
• Act as the focal point for sales management and representatives in SE opportunity assignments and escalations

• Bachelor’s degree in a technical subject (e.g., Computer Science, Mathematics, or Engineering) or equivalent work experience may be substituted for degree
• 5 years managing pre-sales for an enterprise software or security company with a proven track record and demonstrable skills at presenting technical data security information at the business executive level or at the architect level.
• 10+ years of pre-sales working experience for an enterprise software or security company
• Prior experience working with channel/partner.
• Enterprise software pre-sales and deployment experience across private, public and hybrid clouds.
• Strong background in at least 3 of the following areas:
  • Enterprise Databases (Oracle, SQL server, Informix, DB2 etc.)
  • Security (encryption, access control, PKI, digital certificates etc.)
  • Cloud Security and Cloud Application Modernization (Dev Ops, Automation, Kubernetes)
  • Data…