Summary
The Sales Engineer Manager is a Player/Coach role supports the HighTouch & Channel sales teams by providing high-level technical expertise and demonstrating the ESET’s full portfolio of cybersecurity solutions. This role partners with sales teams, partners, and customers to deliver product demonstrations, support proof-of-concept engagements, and qualify technical requirements throughout the sales process.
Job description
FUNCTIONAL RESPONSIBILITIES AND DUTIES
- Act as a senior technical advisor to the SE team, strategic customers and sales teams.
- Provide detail & tailored technical demonstrations of ESET solutions (MDR, Endpoint, Encryption, MFA, ECOS, EDR, CTI).
- Conduct 'proof of value' assessments for end customers and strategic channel partners.
- Collaborate with partners to improve technical enablement, solution adoption, and joint customer engagements.
- Support high-value enterprise sales opportunities through direct technical leadership on complex deals.
- Engage with CIO, CTO, CISO, and enterprise architecture leaders within strategic accounts.
- Assist in deeper qualifications of customer requirements and contribute to opportunity responses in the CRM.
- Keep up to date with industry knowledge and news from a technical perspective.
- Develop and maintain up-to-date testing programs/demonstration environments for all ESET solutions.
- Continuously refine technical sales processes, methodologies, and best practices.
MANAGERIAL RESPONSIBILITIES
- Manage, coach, and develop a team of high performing Sales Engineers in the HighTouch segment in North America as well as Sales Engineers supporting our channel partners, MSP partners and alliance partners.
- Establish clear performance expectations and accountability standards.
- Hire and develop top technical talent aligned to ESET’s enterprise growth ambitions.
- Foster a culture of technical excellence, collaboration, and customer-centricity.
- Partner closely with Sales leadership to align technical resources to revenue priorities.
- Support Channel Sales and strategic partnerships by enabling SEs to effectively engage partner-led deals.
- Strengthen the technical value proposition in competitive and complex cybersecurity engagements.
- Improve deal velocity and technical qualification discipline
- Implement scalable processes for technical validation, proof-of-value, and deal support.
- Analyze engagement patterns and pipeline data to optimize resource allocation.
- Partner with RevOps to align technical activity with revenue predictability.
- Collaborate with Product and Engineering to ensure field & SMR feedback informs roadmap and positioning.
- Coach SEs on navigating technical buyer personas including security, IT, and developer stakeholders.
- Represent Sales Engineering in executive-level and strategic customer engagements when needed.
- Adherence and enforcement of SPICED sales methodology across the SE org.
** Please note this position is open to candidates across North America and Canada. For those based in San Diego, the role will be hybrid; for all other locations, it will be fully remote. **
The OTE for this range is $150K-$200K.
REQUIREMENTS
Education:
• University Degree or equivalent experience Or equivalent: CompTIA Network+ Or equivalent: CompTIA A+
Experience:
- Years of work experience: 8+ years of relevant experience in Sales Engineering, Solutions Engineering, or technical pre-sales within B2B SaaS.
- Minimum 3+ years of direct people leadership experience managing Sales Engineering or Solutions Engineering teams.
Knowledge:
- Ability to assess the security posture of an enterprise environment and recommend and implement appropriate security solutions; monitor and secure hybrid environments, including cloud, mobile, and IoT; operate with an awareness of applicable laws and policies, including principles of governance, risk, and compliance; identify, analyze, and respond to security events and incidents.
- Understands (Intermediate admin) Operating system configuration (Windows, Mac, Linux).
- Can establish network connectivity, monitor activity, carry out hardening, configure and troubleshoot infrastructure
- Understands Virtual Machine usage.
Language:
• N/A
Communication:
• N/A
Managerial skills:
• N/A
Personal characteristics:
• N/A
Benefits
Health & well-being
- Cigna Medical Plan
- Cigna Dental Plan
- EyeMed Vision Plan
- Reliance Standard Life Insurance
- Reliance Standard Long Term Disability Plan
- HealthJoy Employee Assistance Program
- Cigna Supplemental Insurance
- Lifestyle Spending Account
- Bi-Weekly Mediation Series
- On-site Gym and shower facilities
Family
- Volunteer Day off
- Paid Time off
- Tuition Reimbursement
- Birthing Parent Match
- Pet Insurance
Office
- Recreational Zone
- Coffee & Snacks
- Parking Benefit
Other
- Benefit Hub - Discounts on travel, cars, electronics, etc…
- 401(k) retirement savings
- ESET's Charitable Contributions Program
- Referral Program
Primary location
Tampa
Additional locations
Time type
Full time