Sales Engineering Manager, Commercial

This is a fully remote position, open to applicants in Colorado, +2 more states.

📋 Description

• Oversee Presales efforts for designated SMB and Mid-Market sales teams, territories, and opportunities.

• Collaborate with Inside Sales leadership on developing pipelines, prioritizing opportunities, planning territories, and crafting technical sales strategies.

• Align Presales resources and capacities with business objectives, customer demands, pipeline potential, and the complexity of opportunities.

• Mentor the team on discovery techniques, consultative selling, competitive positioning, solution design, and articulating both technical and business value.

• Engage in selected strategic, competitive, or technically intricate opportunities.

• Identify and eliminate technical obstacles while discovering new use cases and opportunities across different portfolios.

• Leverage business and operational data to enhance coverage, productivity, resource utilization, and technical cost of sale.

• Lead, mentor, and develop Presales Engineers.

• Conduct coaching sessions, manage performance, oversee career development, and assess skills.

• Recruit, onboard, develop, and retain top Presales talent.

• Create repeatable Presales processes for a high-volume Commercial business.

• Implement scalable methods for discovery, demonstrations, solution design, configurations, proposals, proof-of-concepts, and technical validation.

• Advocate for the adoption of AI, automation, digital selling, and productivity tools.

• Encourage the reuse of reference architectures, demos, technical content, competitive insights, and best practices.

• Foster relationships with technical stakeholders from customers and partners.

• Work alongside Channel and Partner Presales teams as well as cross-functional units in Sales, Product Management, Business Units, Marketing, Customer Success, and Services.

• Represent the requirements of the Commercial field and provide insights on customer needs, competitive trends, product gaps, and areas for improvement.

⛳️ Requirements

• Bachelor’s degree or an equivalent combination of education and relevant professional experience.

• Generally 6–10+ years of experience in Presales, Solutions Engineering, Sales Engineering, network engineering, solution architecture, or a related technical role involving customer interaction.

• Leadership experience ranging from demonstrated technical/team leadership to a minimum of 2 years in direct people management, depending on the level of the position.

• Proven experience in mentoring, coaching, or developing technical professionals.

• Experience supporting sales organizations with quotas and contributing to favorable customer and business results.

• Background in partnering with Sales leadership for pipeline prioritization, opportunity strategy, and resource management.

• Preference for experience in supporting SMB, Mid-Market, Commercial, Inside Sales, or similarly scaled customer segments.

• Strong comprehension of enterprise networking, wireless technologies, switching, routing, security, data center operations, cloud solutions, automation, and AI-driven processes.

• Preferred knowledge or experience with Juniper Networks and/or HPE Networking.

• Relevant industry technical certifications are a plus.

• Strong capabilities in leadership, coaching, communication, and talent development.

• Ability to establish productive relationships across sales, product, and partner organizations.

• Technical credibility and understanding of the Presales sales cycle.

• Skills in customer-facing presentations, discovery processes, and consultative selling.

• Capability to translate technical solutions into tangible customer business outcomes.

• Business acumen related to pipeline management, forecasting, coverage, productivity, and resource allocation.

• Excellent organizational, analytical, prioritization, and project management skills.

• Experience in adopting and promoting CRM, digital collaboration, AI, automation, and sales productivity technologies.

🏝️ Benefits

• Health and wellness benefits that support physical, financial, and emotional wellbeing.

• Opportunities for personal and professional development.

• Career advancement opportunities.

• Flexible management of work and personal responsibilities.

• An inclusive workplace that embraces individual uniqueness.