Sales engineering manager job description

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

Corporate Overview Proofpoint is a leading cybersecurity company protecting organizations' greatest assets and biggest risks: vulnerabilities in people. With an integrated suite of cloud-based solutions, Proofpoint helps companies around the world stop targeted threats, safeguard their data, and make their users more resilient against cyber attacks. Leading organizations of all sizes, including more than half of the Fortune 1000, rely on Proofpoint for people-centric security and compliance solutions mitigating their most critical risks across email, the cloud, social media, and the web.We are singularly devoted to helping our customers protect their greatest assets and biggest security risk: their people. That's why we're a leader in next-generation cybersecurity.Protection Starts with People. ProofpointThe Role and the Team Proofpoint is looking for a Senior Sales Engineering Manager (Sr. SEM) to lead a team of sales engineers focused on both Large Enterprise opportunities, as well as smaller commercial (Inside Sales) customers throughout Latin America. This will be our first Sales Engineering leader to join our fast-growing Latin America Sales team in Brazil!Candidates for this role should be tri-lingual (Portuguese, Spanish and English) and be located in Sao Paulo, Brazil. Our Senior SEMs lead from the front, are customer facing, are hands on technical, and focused on enabling and empowering their teams to be successful. Additionally, a Senior Manager is a leader amongst peers, helping to improve processes and programs, and mentoring newly hired or promoted managers. Candidates should have experience managing sales engineering teams, prior experience as a sales engineer, and a track record of being involved in complex customer deals. We prefer a background in cyber-security, cloud security, or risk & governance.You will coach, enable and empower a team of Sales Engineers:Strengthen the team by setting shared goals, information sharing, and establishing mentoring relationships Develop and mentor your team to help them achieve their career goals, ideally here at ProofpointPrioritize and resource team escalations to ensure timely and satisfactory resolution Critical part of issue escalation chain, with extra responsibility of prioritization and resource assignments Works closely with Sales Directors to help determine targeted account penetration strategies for specific verticals and/or territories, and helps to share that message with the broader SE team Works with SE leadership to help determine areas for process improvement, training, etc.Partner with Recruiting and HR to attract, hire and retain top talent to support our rapid growth Be customer facing! Frequently attend meetings with members of your team!Participate in ongoing technical training alongside your team Evangelize the Proofpoint vision to customers and prospects at all levels, from technical to C-suite.Put your individual contributor hat on when needed, engage with customers, and help formulate strategies for target accounts Partner with other groups such as Professional Services and Customer Success to help us continue our tradition of an outstanding customer experience and industry leading customer retention Become a student of our security and risk platform Job Requirements6+ years of experience leading sales engineering teams, ideally in the cyber-security industry Previous experience as a sales engineer Strong, related technical background in technology, with cyber-security such as email security, incident response, cloud security a bonus Proven track record of mentoring and developing team members and guiding them to success Solid sales acumen, and ability to partner with account teams to drive new customer sales as well as add-on revenue.Lead from the front style, and ability to roll up your sleeves and get technical Previous experience determining areas of improvement for sales and sales engineering process, as well as creating/designing/executing department level programs You can thrive in a fast paced, high-energy environment Ability to work independently, adapt quickly and maintain a positive attitude Proven ability to command a room, lead complex technical and business conversations with C-suite executives, as well as technical staff Bachelor's or advanced degree in relevant field, or equivalent experience Must speak fluent/advanced Portuguese, Spanish and English

Why Proofpoint
Protecting people is at the heart of our award-winning lineup of cybersecurity solutions, and the people who work here are the key to our success. We're a customer-focused and a driven-to-win organization with leading-edge products. We are an inclusive, diverse, multinational company that believes in culture fit, but more importantly ‘culture-add', and we strongly encourage people from all walks of life to apply.

We believe in hiring the best and the brightest to help cultivate our culture of collaboration and appreciation. Apply today and explore your future at Proofpoint! #LifeAtPFPT

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If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

Since 1992, Ciena has been driven by a relentless pursuit of network innovation. We believe in a network that grows smarter, more agile, and more responsive every day. This means that when you digitally interact in your world - picking up the phone, streaming video, texting a friend or loved one - your interactions are being enabled by Ciena technologies. Ciena makes your social / entertainment / business existence REAL.

No candidate will meet every single desired qualification. If your experience looks a little different from what we've identified below and you think you can bring value to the role, we'd love to learn more about you!
Job Description - Senior Manager - Field Sales Engineering - NE & Central EMEA
Location: Netherlands or Denmark preferred but could be located in other parts of the region e.g. Sweden or Germany. Can be remote or hybrid if near one of our main offices.
For this exciting and pivotal role you will be responsible for providing overall leadership to the Sales Engineering team responsible for North, East and Central region in EMEA. The selected individual will direct and facilitate a range of key strategic, operational and technical activities for the System Engineering community across the region in support of the region's customer acquisition, retention and financial goals. The position involves elements of direct management of a highly technical sales support team, close peering/liaising with region sales leaders as well as senior/director level counterparts within the Ciena organization.
Main Responsibilities
Directly responsible for the allocation and prioritization of sales engineering and portfolio management technical resources to support region's sales strategy and ensure support for opportunities across all stages of the sale.Act as a strong architecture and technical voice when engaging Ciena's EMEA customer/partner base, including coverage of all aspects of Ciena's packet, optical, and software solutions and portfolio.Connect with customers at senior executive levels (Director through CTO, CIO) to maintain the customer's trust and confidence during sales cycle and issue resolution.Technical escalation point in the region for network designs, quote review, RFX's, forecasts, and product presentations.Identify, communicate, and discuss SE Community objectives. Mentor team members to encourage development and training. Build and maintain a skills assessment/needs view for the SE community.Coordinate in-region trials, demos, proofs-of-concept. Assist in securing additional resources (equipment and people) from other Ciena functions as needed.
General Activities
Support a regular cadence of planning, forecasting and reporting within the Sales team and the region Serve as a senior technical resource for customer related issues, assisting with advanced customer applications and key strategic accounts.Responsible for understanding, documenting, and prioritizing new potential product features that are required for opportunities in the region.Collect and disseminate product information. Assist in tracking of product deliverables and communicating issues to regional teams.Capable of delivering and participating in Product presentations.Handle customer requests and coordinate technical aspects of sales activities.Build strong relationships with PLM and become respected by that community as an important contributor to the development of their product plans Maintain a strong relationship with the Regional Field Marketing team and ensure alignment of messaging.
Areas of impact
We are looking for a strong technologist and follower of industry trends. Someone who has a strong profile within our industry segment and is recognized as a key influencer.You will be able to demonstrate a good working knowledge of Ciena and competitor solutions, and their relative merits in delivering value to customers in solving their challenges.Are you exceptional in team management, able to develop team members and exert direct and indirect influence Do you have strong process management, problem solving and organization skills.Are you an outstanding communicator and relationship builder You will need to optimally peer and connect into the various parts of the Ciena EMEA and corporate/global organization in support of the position's objectives and responsibilities. Liaisons will typically be at director level and above Ability to travel frequently
Ideal Profile
Engineering Degree or equivalent.Fluent English language is required, proficiency in other languages of the region considered a plus10 plus years of proven telecommunications industry experience Good knowledge of key networking technologies (Optical, IP, SDN) and applications (Mobility, Data Center Networking, IP/Optical architectures, Ethernet services, Automation & Virtualisation, OSS) Business acumen and understanding of sales cycle and stage requirements Established track record of working within a cross-functional team and “leading by influence” as well as by direct authority.Professionalism in attitude, conduct, and appearance.
About Ciena, Our People Promise & Employee benefits
Ciena is a networking systems, services and software company that besides being a Global leader in Optical Networking technology, is an evolved market player in IP/Packet technology and Software Automation domain (BluePlanet).
Being globally recognised as a Great Place to Work company, Ciena continues to build upon its legacy of providing an open, flexible and cohesive work environment.
Our people promise
Our success is Rooted in People, as together, we Make a Difference, Are Empowered and Feel Included to create a culture of belonging, vibrancy and happiness.
Ciena is rooted in people, from the individuals who work here, to customers, partners, suppliers and the communities we live and work in - everyone!
We get that our everyday interactions shape who and what we are. So, whilst we build technology, we also build relationships!
Benefits
At Ciena, we value the commitment, skill, and dedication of all our employees. We know how much work goes into making the company a success. We strive to provide our employees with competitive benefits. Ciena is concerned with the overall health and well-being of employees and will continue to offer benefits that meet your needs.
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At Ciena, we are committed to building and fostering an environment in which our employees feel respected, valued, and heard. Ciena values the diversity of its workforce and respects its employees as individuals. We do not tolerate any form of discrimination.

If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.

Comcast brings together the best in media and technology. We drive innovation to create the world's best entertainment and online experiences. As a Fortune 50 leader, we set the pace in a variety of innovative and fascinating businesses and create career opportunities across a wide range of locations and disciplines. We are at the forefront of change and move at an amazing pace, thanks to our remarkable people, who bring cutting-edge products and services to life for millions of customers every day. If you share in our passion for teamwork, our vision to revolutionize industries and our goal to lead the future in media and technology, we want you to fast-forward your career at Comcast.

Responsible for leading the Client/Sales Engineering teams selling Comcast High Capacity Ethernet Networks, Internet, Video and Advanced Voice based services to Enterprise/Metro E, Mid-Market and National Accounts. May manage a team including exempt and non-exempt employees. Provides subject matter guidance to employees as required. Develops processes and procedures to drive department efficiencies. Assists in development and meeting of departmental budget.
Job Description

Core Responsibilities

* Drive Comcast Business Class sales by leading, coaching and developing a sales engineering team.
* Develop and implement processes and procedures to improve sales effectiveness and reduce cycle time.
* Act as a subject matter expert for all Comcast Business Service's products and services.
* Facilitate the collaboration between the sales engineering team, National Engineering and Technical Operations (NETO).
* Manage external equipment vendor relationships, as needed, to elevate the knowledge base of the field technical teams.
* Stay abreast of competitive landscape and emerging technologies to best position Comcast in the marketplace.
* Consistent exercise of independent judgment and discretion in matters of significance.
* Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule(s) and overtime as necessary.
* Other duties and responsibilities as assigned.

Employees at all levels are expected to:

* Understand our Operating Principles; make them the guidelines for how you do your job.
* Own the customer experience - think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
* Know your stuff - be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences.
* Win as a team - make big things happen by working together and being open to new ideas.
* Be an active part of the Net Promoter System - a way of working that brings more employee and customer feedback into the company - by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.
* Drive results and growth.
* Respect and promote inclusion & diversity.
* Do what's right for each other, our customers, investors and our communities.

Disclaimer:

* This information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.

Comcast is an EOE/Veterans/Disabled/LGBT employer.

Comcast is proud to be an equal opportunity workplace. We will consider all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other basis protected by applicable law.

Education

Bachelor's Degree

While possessing the stated degree is preferred, Comcast also may consider applicants who hold some combination of coursework and experience, or who have extensive related professional experience.

Relevant Work Experience

5-7 Years

Base pay is one part of the Total Rewards that Comcast provides to compensate and recognize employees for their work. Most sales positions are eligible for a Commission under the terms of an applicable plan, while most non-sales positions are eligible for a Bonus. Additionally, Comcast provides best-in-class Benefits. We believe that benefits should connect you to the support you need when it matters most, and should help you care for those who matter most. That's why we provide an array of options, expert guidance and always-on tools, that are personalized to meet the needs of your reality - to help support you physically, financially and emotionally through the big milestones and in your everyday life. Please visit the compensation and benefits summary on our careers site for more details.