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Sales Engineering Manager, Americas

Location:
New York
Salary:
Up to US$300000 per annum + 80/20 split plus stock options
Job Type:
Permanent
Date Posted:
25 days ago
Expiry Date:
01/08/2024
Job Ref:
BBBH111816_1718632190
Start Date:
17/06/2024
Contact:
Luke Caselle
Contact Email:
luke.caselle@xcede.com
Specialism:
Network Security & Operations

Our client is an OT Cybersecurity vendor looking for a remote, US based, Americas Sales Engineering Manager.

Qualifications
* Minimum 5 years of experience as a technical manager/leader in a cybersecurity product company or equivalent role, promoting diversity and inclusion
* Efficiently manage and contribute to the refinement of the technical evaluation process, ensuring it aligns with customer needs and sales objectives, facilitating a smooth transition from pre-sales prospects to onboarded clients
* Strong communication and presentation skills with a focus on inclusive language
* Experience in responding to RFP/RFI responses with an understanding of diverse customer needs
* Effective relationship management and team leadership skills, fostering an inclusive and collaborative environment
* Experience collaborating with global customers on multiple projects and programs, showcasing adaptability and flexibility
* Proven ability to multitask, achieving sales targets, and demonstrating adaptability, flexibility, positive energy, and integrity
* Willingness to travel across the region and spend time with a diverse team
* Experience in sales planning and forecasting to maximize revenue and profitability
* People-oriented with exceptional people management skills, emphasizing diversity and inclusion in team development and motivation
* Highly effective communicator, presenter, and influencer across all levels of the organization
* Exceptional account management skills, coordinating multiple activities for numerous accounts and driving technical success
* Proven ability to drive the sales process from plan to close, emphasizing diversity and inclusion in all aspects
* Strong business acumen and understanding of diverse procurement cycles of customers
* Self-driven, proactive, and highly motivated
* Bachelor's/Master's Degree related to technology/engineering/business or related discipline with a demonstrated commitment to diversity and inclusion
* Experience with OT environments, work methods, and culture, fostering inclusivity
* Security certifications (e.g., CISSP, CISA, CISM, GICSP, ISA99 Cybersecurity) with an emphasis on diverse representation
* Exposure to safety-related control systems, including knowledge of IEC 61508, IEC 61511, and IEC 622 Functional Safety Standards
Responsibilities
* Execute pre-sales strategies at a regional level, fostering collaboration with the sales and partner team
* Engage throughout the sales cycle with various stakeholders, including marketing, product, professional services, customer success, and research and development, ensuring success across diverse initiatives
* Collaborate closely with the RVP Solutions Engineer - Americas for pre-sales activities in the region, aligning with the GM and global go-to-market leadership team to achieve predefined targets through an understanding of each step in the quarterly sales cycles
* Identify business problems from partners, customers, and prospects, articulating how Claroty's product capabilities can address them, emphasizing the value they bring to diverse ICS Cybersecurity postures
* Ability to present to C-level executives and architects, facilitating discussions on industrial security solutions, brainstorming, and addressing industry trends
* Lead a team of motivated sales engineering professionals, providing coaching and development opportunities
* Emphasize diversity and inclusion in recruiting, onboarding, and training new sales engineers
* Review, analyze, and report on the technical team's performance, developing improvement plans based on data analysis, promoting an inclusive and high-performing culture
* Achieve quarterly sales quotas by effectively forecasting sales, contributing to Salesforce (SFDC) records, and managing sales activities to meet these targets
* Serve as a trusted advisor to Claroty customers and partners, assisting in developing compelling business cases for Claroty solutions and capabilities
* Conduct client or partner workshops, demos, PoC, presentations, and respond to RFPs when required
* Represent the business at industry events, sharing diverse thought leadership, and support the General Manager in developing account plans and strategies for targeted accounts

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Luke Caselle

Luke Caselle

Specialisms: Cyber, InfoSec, GRC & Vulnerabilities, Network Security & Operations, Data & Access Management, Security Architecture & Engineering, Threat Research & Penetration Testing, Commercial & Support
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