Lead, develop, and retain a team of Sales/Solutions Engineers supporting enterprise sales cycles end-to-end.
Be the technical leader in strategic deals: run technical discovery, deliver executive-ready demos/whiteboards, and drive POV plans and success criteria.
Recruit, onboard, and ramp new SEs; establish consistent coaching, feedback, and performance expectations.
Build repeatable SE “win programs”: demo storylines, POV templates, mutual evaluation plans, competitive talk tracks, and security-review packages (questionnaires, architecture narratives, controls mapping).
Drive operational excellence with the Sales org: deal inspection, clean technical close plans, and strong opportunity hygiene in Salesforce.
Serve as the voice of the field to Product/Engineering: synthesize patterns from prospects/customers, influence roadmap, and ensure tight closure of feedback loops.
Stay current on identity security and adjacent trends to help position our “modern IGA” approach effectively in customer conversations.
Travel to customers and internal touchpoints as needed (typically ~25–50%).

7+ years in Sales Engineering / Solutions Engineering (or equivalent customer-facing technical role), ideally in cybersecurity and/or identity.
2+ years of people leadership experience managing SEs (hiring, coaching, development).
Mastery of the technical sales process and ability to create trust with both technical and executive stakeholders.
Demonstrated excellence delivering world-class product demos, workshops, and POV outcomes (clear plans, success criteria, and measurable impact).
Strong ability to translate complex technical concepts into crisp, outcome-oriented narratives for non-technical audiences.
Experience building operating rhythm and assets for a growing SE org (enablement, playbooks, repeatable content, feedback loops).
High operational rigor: disciplined deal management, and cross-functional coordination.
Ability to thrive in a fast-paced, evolving early-stage environment.

Manager, Solutions Engineering

Key skills