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Job Description
The role involves leading a specialized Sales Engineering team focused on incubating and scaling new IoT products, working closely with cross-functional teams to drive product adoption, develop technical sales strategies, and deliver value to enterprise customers.
Key Responsibilities
- Build and lead the Sales Engineering team focused on incubating and scaling new products.
- Partner with Sales, Product, Engineering, and Marketing to define go-to-market strategies and enable field deployment.
- Lead customer engagements, including technical discovery, solution architecture, and proof-of-value initiatives.
- Develop repeatable technical sales plays and frameworks to accelerate product adoption and transition to mainline sales.
- Own performance metrics related to product adoption, pipeline influence, and revenue for new products.
- Create feedback loops with field teams to influence product development and roadmap prioritization.
- Ensure collaboration and alignment between specialist SEs, mainline SEs, and broader GTM teams.
- Hire, develop, and coach a high-performing, inclusive Sales Engineering team.
- Lead high-impact customer conversations as an executive sponsor and technical thought leader.
Requirements
- A 4-year degree from an accredited university.
- 7 years of experience managing a technical team, ideally in a sales engineering capacity.
- Proven success in hiring, developing, and retaining leadership talent.
- Experience creating scalable and consistent feedback loops enabling your Management Team to participate in process improvements and scaling activities.
- Experience with SE capacity planning based on Sales need across different segments globally.
- Experience building process and integrating software tools to measure organizational performance impact throughout the build sales lifecycle.
- Experience driving product development based on input from Sales Leadership, prospects, and customers.
- Experience collaborating with internal cross functional teams such as Product Management, Engineering, Customer Success, Support, etc., to deliver results as part of the sales cycle.
- Success in managing relationships with external technology partners through complex sales cycles.
- Experience managing a Sales Engineering Team selling cloud managed hardware product lines.
- Experience partnering with GTM teams in frontier markets to increase sales and drive product development.
- Experience clearly defining roles and responsibilities through corporate change, including cross-functional team interactions as well as internal team growth.
- Experience managing an organizational budget.
- Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications.
- Hobbyist interest in working with electronic systems such as car audio installation, classic car restoration, home automation, building things with Raspberry Pi, Arduino, etc.
Benefits & Perks
Annual OTE Salary range of $191,240 to $239,050 USD
Performance-based bonus variable pay
Equity for eligible roles
Flexible, employee-led remote work model
Professional development stipend
Comprehensive health plans
Parental leave plans
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