Job Description

The Sales Engineering Director is a leadership role responsible for developing and driving a high performing team of technical experts against the Veritas business vision within our enterprise accounts\. This role owns the accountability of delivering a team of trusted advisors that create valued solutions with both internal stakeholders and partners/industry leaders to solve their most complex business challenges\. This role maintains a strong internal and external network of relationships and drives collaboration, enabling business goals\.
The Sr\. SE Director will create a culture of innovation where they’ll use Veritas solutions and services to help our customers rapidly get products, data and services to market through continuous delivery solutions\. As a member of the core sales leadership team, the Sr\. SE Director will drive revenue growth across a defined set of customers\. As a trusted customer advocate the incumbent will help organizations understand and implement best practices around advanced cloud\-based solutions, and how to migrate existing workloads to the cloud\. The incumbent will have the opportunity to help shape and execute a strategy to build mindshare and broad use of Veritas’ 360 data management portfolio\. The incumbent will also need to be adept at interacting, communicating and partnering with other teams within Veritas such as the product development team, marketing, and professional services, as well as representing your team to executive management\.
Focus areas
• Technical advisory & Industry Leadership
• Market analysis & planning
• Business development
• Customer enablement
• Sales Coordination
• Partner Support
• High Performing Team Development & Operations
Responsibilities
Technical and Business Leadership:
· 10\-15 years of proven experience in a Technical leadership role
· Proven track record of leading technology sales success
· Ability to lead and manage large direct and cross\-functional teams
· Ability to influence effectively with key stakeholders & C\-Level leadership
· Ability to present Veritas’s technical messaging to large and/or critical audiences
· Strong customer and partner network with focus on customer CTO/CISO community
· Regional GTM strategy definition capability and execution skills
Technical advisory:
· Provides a level of technical expertise and technical closure for a specific solutions within an assigned strategic accounts and/or territories\. Acts as a trusted advisor both internally and externally\.
· Provides strategic technical roadmap to the customer and actively consults with the account team
· Coaches and develops team on technical aspects of solution and planning, including any technical training
· Demonstrates thorough knowledge of all Veritas products and clients current product portfolio
· Own the delivery of technical briefings for solutions and/products for external and internal customers/partners including proof of concepts/demonstrations when required\.
Market analysis and planning:
· Works with team to understand current account coverage and align to strategic coverage needs
· Identifies opportunities within customer’s current product portfolio to grow the account
· Maintains product/solution expertise of market trends in aligned technology including detailed understanding of the competition and translates those learnings into strategies planned within accounts assigned
Business development & Opportunity Management:
· Translates customer business requirements into integrated technical solutions
· Develops client demos for custom solutions
· Communicates the Veritas technical value proposition to customer and runs the demo
· Leverages cross domain architects skills to create integrated solutions architectures
· Works with customer to finalize detail of proposed solution and drives to technical closure
· Takes leadership role in large/complex deals
Client enablement:
· Reviews technical readiness plans
· Advises on the business value of technical skill development
Sales coordination:
· Drives win\-win solutions and resolves conflicts
· Helps ensure profitability on complex, customized solutions
Partner support:
· Mentors and supports analysis of any partner goals, objectives and needs
Technical & Non\-Technical Competencies
Technical Skills:
· Expert understanding of data management, security products \(preferably Veritas’ products\) including emerging products and how the products work together
· Experience developing customized solutions on products
· 7\-10 years’ experience in technical role within data management, security industry \(preferably with Veritas\)
· Proven ability to map the customer’s business process to pr
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