Sales Engineering Manager, Commercial

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

📋 Description

• Oversee Presales activities across designated SMB and Mid-Market sales teams, territories, and opportunities.

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

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

• Mentor the team in discovery, 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, as well as discover new use cases and cross-portfolio opportunities.

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

• Lead, mentor, and cultivate Presales Engineers.

• Execute coaching, performance management, career growth, and skills evaluations.

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

• Create repeatable Presales processes and 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.

• Establish relationships with customer and partner technical stakeholders.

• Work alongside Channel and Partner Presales teams and collaborate with cross-functional Sales, Product Management, Business Units, Marketing, Customer Success, and Services teams.

• Represent Commercial field requirements and relay feedback regarding customer needs, competitive trends, product gaps, and areas for improvement.

• Drive outcomes across quota contribution, 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.

• Typically 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 ranges from demonstrated technical/team leadership to over 2 years of direct people management, depending on the position level.

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

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

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

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

• Familiarity with Juniper Networks and/or HPE Networking is preferred.

• Relevant industry technical certifications are desirable.

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

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

• Proficient customer-facing presentation, discovery, and consultative-selling skills.

• Ability 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.

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

🏝️ Benefits

• Comprehensive health, financial, and emotional wellbeing benefits.

• Personal and professional development programs.

• Flexible management of work and personal needs.

• Inclusive workplace culture.

• U.S. employee benefits information provided through HPE Rewards.