Sales Engineer Manager

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.

About the role

As a Player/Coach, you will support the HighTouch & Channel sales teams by providing high-level technical expertise and demonstrating 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.

Responsibilities

• Act as a senior technical advisor to the SE team, strategic customers, and sales teams.
• Provide detailed and 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 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.
• Adhere to and enforce the SPICED sales methodology across the SE org.

Requirements

• University Degree or equivalent experience, or CompTIA Network+, or CompTIA A+.
• 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.

Pay

The OTE for this range is $150K-$200K.