Solutions Engineering Manager - Enterprise

Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. The Solutions Engineering Manager will lead a team of solutions engineers to ensure technical guidance and value for both prospects and customers, driving pre-sales engagements and improving customer adoption of Glean’s Work AI platform.

Responsibilities:

• Develop and lead a high-performing team of solutions engineers, providing mentorship, guidance, coaching, and ongoing support
• Establish and maintain your role as a territory / segment’s primary technical advisor; think of yourself as the CTO of every customer relationship
• Work with your team of SEs as well as prospects and customers to connect to new data sources including custom integrations
• Leverage top sales methodologies and frameworks, like Command of the Message and MEDDPICC, to lead technical discovery and improve scoping, deal inspection, and technical and business value delivery
• Identify opportunities for expansion of Glean within customer install bases
• Collaborate cross-functionally (including, sales and services) to ensure priorities and expectations between Glean and the customer are aligned and executed
• Help troubleshoot, prioritize, and escalate issues for assigned customers, ensuring customer satisfaction and retention
• Partner cross-functionally with Product Management, Engineering, and Customer Support to drive customer satisfaction, and be the voice of the field to prioritize product enhancements
• Be an active member of the Glean customer technical community helping to drive industry recognition and best practices

Requirements:

• Pre or post-sales solution consultant experience in a rapidly growing software company
• Proven experience in people leadership, talent development, and performance management
• 5-7 years of SE experience: Managers typically have a proven track record of success in sales engineering, with experience working on complex deals and collaborating with cross-functional teams
• API and integration experience in a hybrid or SaaS environment
• Deep understanding of cloud architecture, security, and networking, including cloud and on-premise
• Deep understanding of integration architecture, including API expertise
• Hands-on experience with cloud technologies, particularly Google Cloud Platform (GCP), Amazon Web Services (AWS), or Microsoft Azure
• Cloud security, information security, and audit experience to represent technical and audit frameworks with customer stakeholders and executives
• Strong Technical Background: SEM must have a strong understanding of the company's products and services, as well as the technical skills to provide guidance and coaching to SEs and customers
• Project Management Skills: Managers must be able to balance multiple priorities and projects simultaneously, prioritize tasks, and allocate resources effectively
• Presentation and Communication skills: SEMs must be able to communicate technical information to non-technical stakeholders, both internally and externally
• Excellent active listening, communication, and professional presentation skills
• High emotional intelligence
• Project planning and execution capabilities
• Proactive and self-motivated
• Highly organized and detail-oriented
• Startup DNA + Do Whatever It Takes (DWIT)
• Data-driven mindset for assessing success and identifying opportunities for improvement