Sales Engineering Manager, Commercial

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

📋 Description

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

• Collaborate with Inside Sales leadership on pipeline creation, opportunity prioritization, territory planning, and technical sales strategy.

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

• Mentor the team in discovery, consultative selling, competitive positioning, solution design, and conveying technical and business value.

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

• Identify and eliminate technical obstacles while discovering new use cases and cross-portfolio opportunities.

• Utilize business and operational data to enhance coverage, productivity, resource utilization, and technical sales costs.

• Lead, mentor, and develop Presales Engineers.

• Set expectations for performance, customer engagement, technical execution, collaboration, and professional growth.

• Conduct coaching sessions, performance management, career development, and skills evaluations.

• Recruit, onboard, nurture, and retain Presales talent.

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

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

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

• Advocate for the reuse of reference architectures, demonstrations, technical content, competitive insights, and best practices.

• Cultivate relationships with customer and partner technical stakeholders.

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

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

• Achieve results in sales quota contributions, Presales-influenced pipeline and revenue, pipeline progression, technical win rates, coverage, productivity, customer satisfaction, and team development.

⛳️ 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 customer-facing role.

• Leadership experience that ranges from demonstrated technical/team leadership to 2+ years of direct people management, depending on the level of the position.

• Experience in mentoring, coaching, or developing technical professionals.

• Proven experience supporting quota-bearing Sales organizations and contributing to successful customer and business results.

• Background in collaborating with Sales leadership on pipeline prioritization, opportunity strategy, and resource allocation.

• Strong knowledge of enterprise networking, including wireless, switching, routing, security, data center, cloud, automation, and AI-driven operations.

• Skills in leadership, coaching, communication, and talent development.

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

• Technical credibility and a solid understanding of the Presales sales cycle.

• Customer-facing presentation, discovery, and consultative selling skills.

• Capability to convert technical solutions into customer business outcomes.

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

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

• Ability to function effectively in a high-volume Commercial environment.

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

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

• Relevant industry technical certifications are a plus.

🏝️ Benefits

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

• Personal and professional development programs.

• Opportunities for career advancement to become a subject matter expert or transition to another division.

• Flexible work arrangements to balance work and personal needs.

• Remote/telecommuting arrangements, primarily working from home.