Sales Engineering Manager, Commercial

This is a fully remote position, open to applicants in North Carolina, +1 more state.

📋 Description

• Oversee Presales activities for designated SMB and Mid-Market sales teams, regions, and opportunities.

• Collaborate with Inside Sales leadership to enhance pipeline development, prioritize opportunities, plan territories, and formulate technical sales strategies.

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

• Provide coaching on discovery techniques, consultative selling, competitive positioning, solution design, and articulating both technical and business value.

• Engage in strategic, competitive, or technically challenging opportunities.

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

• Enhance coverage, productivity, resource utilization, and the technical cost of sales by leveraging operational data.

• Lead, mentor, and develop Presales Engineers.

• Conduct coaching, performance evaluations, career development, and skills assessments.

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

• Cultivate emerging leaders and establish career development pathways.

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

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

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

• Advocate for reusable reference architectures, demonstrations, technical content, competitive insights, and best practices.

• Foster trusted relationships with technical stakeholders from customers and partners.

• 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 requirements of the Commercial field and provide feedback regarding customer needs, competitive trends, product gaps, and areas for improvement.

• Drive outcomes in terms of quota contribution, Presales-influenced pipeline and revenue, win rates, coverage, productivity, customer satisfaction, and team development.

⛳️ Requirements

• A 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 similar technical customer-facing role.

• Leadership experience that includes demonstrated technical/team leadership and at least 2 years of direct people management, depending on the position level.

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

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

• Experience working with Sales leadership on pipeline prioritization, opportunity strategy, and resource allocation.

• Strong understanding of enterprise networking and related technologies such as wireless, switching, routing, security, data center, cloud, automation, and AI-driven operations.

• Leadership, coaching, communication, and talent-development skills.

• Ability to establish 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 abilities.

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

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

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

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

🏝️ Benefits

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

• Personal and professional development opportunities.

• Flexible work arrangements to balance work and personal commitments.

• Commitment to unconditional inclusion and an inclusive workplace culture.

• Remote work options available.

• Equal employment opportunities and protections for veterans and individuals with disabilities.