Sr. Manager, Sales Engineering - EMEA/APAC

About CloudBees

CloudBees provides the leading software delivery platform for enterprises, enabling them to continuously innovate, compete, and win in a world powered by the digital experience. Designed for the world's largest organizations with the most complex requirements, CloudBees enables software development organizations to deliver scalable, compliant, governed, and secure software from the code a developer writes to the people who use it. The platform connects with other best-of-breed tools, improves the developer experience, and enables organizations to bring digital innovation to life continuously, adapt quickly, and unlock business outcomes that create market leaders and disruptors.

CloudBees was founded in 2010 and is backed by Goldman Sachs, Morgan Stanley, Bridgepoint Credit, HSBC, Golub Capital, Delta-v Capital, Matrix Partners, and Lightspeed Venture Partners. Visit www.cloudbees.com and follow us on Twitter, LinkedIn, and Facebook.

About the role

CloudBees is looking for a highly skilled, motivated and dynamic Senior Manager Sales Engineers to lead and continuously improve our sales engineering team. This role oversees a team of sales engineers located in Europe, Middle East, Africa (EMEA) and our Asia-Pacific (APAC) sales regions. Our sales engineers play a critical role driving revenue by delivering technical expertise, ensuring customer satisfaction by owning the technical win, and collaborating with sales, product management, customer success, and professional services teams. This role will also work closely with and partner with in-region sales leaders in both EMEA and APAC on sales strategies and go-to-market initiatives. Additionally, it will focus on individual and team development, continuous improvement, process enhancement, and ongoing innovation in sales engineering services and deliverables.

This is a hands-on people management role requiring prior experience managing sales engineers, along with a solid technical background and depth. The role is a pre-sales position and carries a quota that directly impacts the revenue of the company. The ideal candidate will have experience in the DevOps, continuous integration, continuous delivery, feature flag or compliance space with strong listening skills. Experience implementing a consultative, value-based selling approach for sales engineers in a dynamic, fast-paced environment is essential.

The candidate for this role will ideally be located in the UK, France, Spain, Germany, Ireland or Italy. The ideal candidate should speak English fluently and one or more of the following languages: French, Spanish, German, or Italian. This will be a remote position, with travel required to customer sites for meetings and events, as well as occasional internal meetings. Because travel will be required, candidates should ideally be located within a reasonable distance of a major airport.

What You’ll Do

• Manage a team of sales engineering professionals located in the EMEA and APAC regions, providing day to day work assignments, oversight, guidance and direction and issue and conflict resolution.
• Measure the team's key activities and impact, reporting individual and team performance and effectiveness to the organization.
• Own the team’s HR responsibilities, including talent management, performance management, recruiting, hiring, onboarding and continuous improvement.
• Lead by example bringing new ideas, innovation and thought leadership to the team and to the sales and customer engagement processes.
• Directly support sales leaders by building professional relationships and maintaining close communication with them on a regular basis.
• Become an authority on all things related to Continuous Integration, Continuous Delivery, Feature Flags, Compliance and DevOps.
• Understand our products, competitors, value proposition, and positioning.
• Both directly, and indirectly in support of the team, you will:
  • Connect and work with our customers directly and become a technical advisor showcasing the capabilities of our products (presentations, demos, workshops, technical validations).
  • Discover and understand the customer's digital transformation journey and the impact of our products and services.
  • Work with our product team to identify product priorities discovered in field engagements.
  • Attend trade shows, when appropriate.
  • Act as a trusted advisor, understand our customer's business pain, and showcase the positive business outcome delivered by our products.
  • Be an active part of the team, give opportunity reviews, build technical champions, and have a clear understanding of the sales cycle.
• Deliver outstanding presentations while handling objections.

Role Requirements

• A minimum of 5 years of experience in people management is required.
• Ideally you will have 5+ years of experience in DevOps, including hands-on experience with Continuous Integration / Continuous Delivery / Feature Flagging / Compliance or other DevOps best practices
• Ideally you will have 10+ years of technical PreSales experience, supporting sales management and sales people in quota-based roles.
• You enjoy working in the field, collaborating with people, and solving technical challenges while understanding the business impact.
• You have a demonstrated technical background with the motivation to improve your and the team’s sales engineering skills constantly.
• You are hard-working, enjoy working with people and crafting relationships.
• You are familiar with software development, delivery, or operations.
• You have experience with consultative, value-based sales methods, and qualification frameworks. 
  • Specifically, knowing Command of the Message, MEDDPICC, and conducting business value assessments is highly desirable.
• Knowing Jenkins, and having used it in your past, is a significant plus (we are the main contributor to this excellent open source project).

We’re invested in you!

We offer generous paid time off to allow our employees time to rest, recharge and to be present with family and friends throughout the year.

At CloudBees, we truly believe that the more diverse we are, the better we serve our customers.  A global community like Jenkins demands a global focus from CloudBees. Organizations with greater diversity—gender, racial, ethnic, and global—are stronger partners to their customers.  Whether by creating more innovative products, or better understanding our worldwide customers, or establishing a stronger cross-section of cultural leadership skills, diversity strengthens all aspects of the CloudBees organization.

In the technology industry, diversity creates a competitive advantage.  CloudBees customers demand technologies from us that solve their software development, and therefore their business problems, so that they can better serve their own customers.  CloudBees attributes much of its success to its worldwide work force and commitment to global diversity, which opens our proprietary software to innovative ideas from anywhere. Along the way, we have witnessed firsthand how employees, partners, and customers with diverse perspectives and experiences contribute to creative problem-solving and better solutions for our customers and their businesses.

Diversity and Inclusion:

At CloudBees, we celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applications from candidates of all backgrounds, including but not limited to race, gender, age, disability, sexual orientation, and religion.

Data Protection:

By submitting your application, you agree to the processing of your personal data as described in our Privacy Policy. We are committed to complying with the General Data Protection Regulation (GDPR) and ensuring the confidentiality and security of your information.

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