Manager, Solution Engineering
DoiT International
- New York City, NY
- Permanent
- Full-time
DoiT helps fast-growing, digital native companies globally to harness public cloud technology and services to drive business growth. A full-service provider of multi-cloud technology and expertise, DoiT combines the power of intelligent software with deep expertise in Kubernetes, artificial intelligence, and more to deliver the true promise of the cloud at peak efficiency - with ease, not cost.An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure with $2B cloud spend under management, DoiT works alongside more than 3,000 customers in 70 countries. At DoiT, you'll join a growing team of committed, experienced, and collaborative “Do'ers” who are passionate about solving the most complex cloud challenges.About You: You are an accomplished Solution Engineering leader with experience building and leading SE teams in a B2B SaaS software environment. You have an established track record of success and enjoy leading by example, defining best practices and collaborating with key stakeholders across the business to drive success and technical wins. You are excited about enabling companies to transform themselves using the public cloud and the service offerings in the cloud (AWS, GCP, etc.) You hold yourself accountable for the success of any initiative you are involved in, approach every obstacle as an opportunity for continuous improvement and are comfortable working in a fast paced, growing, and entrepreneurial environment.You Will:
- Build and lead a highly engaged and successful team of 5+ Solution Engineers aligned to key regional sales teams around the world; Defining key metrics for success, best practices and operational procedures, and goals for the team and the individuals on it.
- Serve as a player coach working in conjunction with the sales leadership team as a key technical advisor and advocate for DoiT while mapping value to the prospect's needs, incorporating feedback to drive quality and consistency across the Solution Engineering team.
- Implement and refine strategies to improve trial win rates, beat the competition, develop stronger technical buyer relationships - while relaying actionable feedback to product leadership for further consideration as part of our product roadmap discussions.
- Define and ensure accountability around best practices in the execution of demos and trials across the Solution Engineering team and as a a subject matter expert on our SaaS packages and functionality yourself.
- Develop and train the Solution Engineering team on the model for delivering engaging demonstrations in collaboration with our Sales, Marketing and Training Teams.
- Understand and implement technical sales strategies based on competitive selling strategy - creating a culture of continuous learning and improvement across the team.
- Serve as an escalation point for the team with a sense of urgency as we manage complex technical sales processes in a highly collaborative environment with multiple departments and stakeholders.
- Partner with Product Marketing align on and refine effective strategies to manage and deliver demonstrations, maintain demo environments, and respond to RFPs.
- Present to prospects, customers and partners, at external events, conferences, seminars, etc.
- Ensure timely entry of data into internal business support solutions.
- Contribute to systems and tools to provide key business information and metrics to highlight performance and effectiveness.
- 3+ years management experience at B2B SaaS software company leading a global pre-Solution Engineering team selling into both enterprise and mid-market accounts.
- Deep understanding of best practices for creating, leading and operationalizing Solution Engineering teams at scale.
- An understanding of ITSM eco-systems and prominent solutions within them, such as: Cloud Management tools, DataDog, Chef, Ansible, Puppet, New Relic, ServiceNow, AlertLogic etc.
- Experience working with Amazon Web Services (AWS) or equivalent cloud, and Datacenter experience with knowledge of hypervisors like VMWare.
- Strong data analysis skills and the ability /navigate spreadsheets to identify trends, outliers, correlations and reconciliation needs across large data sets.
- Good practical understanding of cloud-centric architectures.
- Comfort level working in a metric-driven environment, including reporting on and improving business performance against a set of monthly KPIs and metrics.
- The ability to take complex pieces of technology and explain them in a simple and easy to understand way.
- Solid verbal, written, presentation and interpersonal communication skills.
- Intellectual curiosity, great problem solving skills and passion for continuous improvement.
- Previous experience working with/presenting to executive level prospects and customers.
- Experience with modern technical selling best practices and selling in a competitive environment, including implementing new or improved trial, demo, and RFP processes.
- Proven track record of success in a fast growing and scaling business.
- Unlimited PTO
- Flexible Working Options
- Health Insurance
- Parental Leave
- Employee Stock Option Plan
- Home Office Allowance
- Professional Development Stipend
- Peer Recognition Program