Director, Global Solutions Engineering

This is a fully remote position, open to applicants in Australia.

📋 Description

• Lead a global, multi-layered team of Sales Engineers and Solutions Consultants across various regions.

• Recruit, mentor, retain, and develop technical talent while establishing career pathways and promoting technical excellence.

• Drive technical success in pre-sales through demonstrations, proofs of concept, technical discovery, and value engineering.

• Oversee the post-sales technical escalation process for Customer Success Managers and promote technical cross-selling.

• Personally handle high-stakes customer calls when necessary.

• Develop and enhance RFP, security questionnaire, and technical/security assessment capabilities.

• Provide technical training, certification, demo readiness, and deal support to enable partners.

• Collaborate with Sales Enablement on technical training, certification, demo standards, and competitive playbooks.

• Relay customer and technical feedback to Product and Engineering to influence the product roadmap.

• Contribute to forecasting, capacity planning, and go-to-market strategies alongside the CRO and revenue leadership team.

• Establish measurable and scalable metrics and processes for the function.

• Report directly to the CRO.

⛳️ Requirements

• Proven experience in building and leading a top-tier Solutions/Sales Engineering team.

• Experience in selling and supporting a genuinely technical product to technical buyers and evaluators, including engineers, security teams, and architects.

• Cybersecurity or security/GRC experience is highly preferred; experience in adjacent deeply technical domains is also considered.

• Demonstrated experience as a manager of managers leading distributed or global teams across multiple time zones.

• Responsible for the technical experience throughout the customer journey, from securing new business to post-sales technical support and cross-selling.

• Hands-on approach and capability to lead high-stakes customer calls.

• History of building or scaling RFP/security assessment functions and enhancing win rates through repeatable processes and reusable content.

• Experience in technically enabling channel/partner ecosystems.

• Strong partnership orientation with Sales, Customer Success, Product, and Enablement teams.

• Exceptional executive communication skills with C-level buyers and technical evaluators.

• Ability to thrive in a fast-paced, high-growth, remote-first environment.

• National police history check and reference checks are required prior to commencing work.

• For US-based roles, legal hiring is restricted to CA, CO, FL, IL, MA, MD, MO, OR, PA, TX, WA, and DC.

🏝️ Benefits

• Monthly lifestyle subsidy for financial, physical, and mental well-being.

• WFH setup allowance.

• $1500 USD annual Learning & Development allowance.

• Annual leave/PTO plus two additional UpGuardian leave days.

• 18 weeks of paid Parental Leave.

• Personal Leave Allowance, including sick and carer’s leave.

• Fully remote working environment with no mandatory office attendance.

• High-spec laptops provided.

• Paid subscriptions for generative AI tools.

• Comprehensive health insurance coverage.

• Stock options available.