Sales Engineering Manager, Commercial

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

📋 Description

• Oversee a team of inside Presales Engineers who assist Commercial Sales for SMB and Mid-Market clients in an inside-sales model.

• Direct Presales coverage for assigned sales teams, territories, and opportunities.

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

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

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

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

• Identify and eliminate technical barriers while uncovering new use cases and cross-portfolio opportunities.

• Enhance coverage, productivity, resource utilization, and reduce technical costs of sale by leveraging operational data.

• Lead, mentor, and develop the skills of Presales Engineers.

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

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

• Create repeatable Presales processes and scalable methods for discovery, demonstrations, solution design, configurations, proposals, proofs-of-concept, and technical validation.

• Promote the use of AI, automation, digital selling, and productivity tools.

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

• Establish relationships with technical stakeholders from customers and partners.

• Work in conjunction with Channel and Partner Presales teams, along with cross-functional Sales, Product Management, Business Units, Marketing, Customer Success, and Services organizations.

• Represent Commercial field requirements and provide insights on customer needs, competitive trends, product deficiencies, and opportunities for improvement.

• Drive performance across quota contributions, Presales-influenced pipeline and revenue, win rates, coverage, productivity, customer satisfaction, and team growth.

⛳️ 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 similar technical customer-facing role.

• Leadership experience ranging from evident technical/team leadership to at least 2 years of direct people management, depending on the position level.

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

• Proven track record of 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.

• Preferably experienced in supporting SMB, Mid-Market, Commercial, Inside Sales, or similarly scaled customer segments.

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

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

• Relevant industry technical certifications are a plus.

• Possess leadership, coaching, communication, and talent development skills.

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

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

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

• Ability to convert technical solutions into business outcomes for customers.

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

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

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

🏝️ Benefits

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

• Opportunities for personal and professional development.

• Flexible work arrangements to balance work and personal needs.

• An inclusive workplace culture.

• Remote/teleworker options available.

• Employee benefits information provided for US employees.