LOCATION: remote, in alignment with the Emerging Markets of IGEL
THE ROLE:
As the Director PreSales Engineering, Emerging Markets (m/f/d) you will be supporting, contributing and aligning all Presales relevant tasks with your regional sales organizations. It is essential to demonstrate both leadership qualities and problem-solving tenacity. Your goal will be to lead by example, which includes the creation and maintenance of best practices and policies for high qualification goals and bookings outcomes. You must be able to identify coaching opportunities and cross-train team members to support multiple products based on forecasted pipeline volume for each product in your region. This position also requires daily customer, business partner and internal team interaction with a focus on all customer segments, including SMB, Corporate and Enterprise, based on the assigned region. You will be leading, coaching, mentoring and managing an experienced and motivated Presales team, which will contribute to IGEL’s growth and success. Together with the regional sales teams you will be engaged in a customer’s journey from the discovery phase to the post sales handover. During the customer journey it is crucial to use IGEL’s “Presales Methodology”. Keeping track of customer engagements and cases in the Presales CRM system while utilizing it to delegate, engaging your peers, and moving sales opportunities towards closure are routine activities. Expect to travel 2-3 weeks out of a month and 2-3 days each of those weeks. A strong desire to learn and a “can do, want to learn” attitude is needed. You will report to the VP Presales EMEA & APAC.
TASKS AND RESPONSIBILITIES:
- Hire, develop and retain a mid-size team of PreSales engineers with the necessary skills to drive IGEL’s business forward in the Emerging Market region
- Resolve critical issues and contribute to business unit/area development
- Manage the work efforts of individual contributors with a very wide latitude for decision-making
- Establish operational objectives, policies, procedures and work plans and delegates assignments to subordinates
- Develop, modify and execute company policies that affect immediate operations, which may also have a company-wide effect
- Work on issues where analysis of situations or data requires conceptual thinking and an in-depth knowledge of organizational objectives
- Implement policies and select methods, techniques, and evaluation criteria for obtaining results
- Drive the strategy and success of larger projects which contribute to multiple areas of the organization
- Interact regularly with senior management on matters concerning several functional areas, department, and/or customers
- Ability to persuade others in sensitive complex situations while preserving relationships
- Apply knowledge to convince other stakeholders on desired regional outcomes
- Frequently advise teams on moderately complex matters
- Understand all capabilities of the product and how to apply the product capabilities to customer strategies
- Handle escalations with leaders at IGEL’s customers as well as internally
- Regularly review the forecast with the sales leaders and validates with individual Presales Engineers
- Understand the discipline of Presales Engineering and put it into place in the assigned organization
- Deliver on metrics and results
- Proficient in effective coaching for high and low performers and deliver performance plans
- Assign responsibilities across the team regarding their specialization (building Subject Matter Experts)
- Responsible for a region-wide messaging of IGEL’s solution portfolio
- Define, monitor, and achieve Team KPIs
- Execute performance appraisals and pay reviews
- Work closely with VP Presales EMEA & APAC on departmental issues
- Build and maintain customer and partner rapport through virtual meetings and on-site visits
- Analysis of customer needs and development of technical solutions
- Prepare, approve, execute, and support proof of concepts
- Take ownership of technical RFIs, RFPs and public tenders and respond in time
- Work on highly complex projects
- Embrace and communicate IGEL’s Preventative Security Model
- Architect solutions by working with the customer directly or in conjunction with both the partner and customer while adhering to the IGEL reference architecture, best practices, sales plans, and strategies
- Assist new technology partners to integrate their solution into IGEL OS if required and hand it over to the IGEL Ready team to generate new business
- Ensure a clear and professional communication between our teams and the customer
- Execution and pro-active preparation and follow-up of technical product presentations and workshops
- Demonstrate our technology at industry events and tradeshows
- Promote IGEL training offerings, additional IGEL services and IGEL certifications
- Collaborate with teams from Development, Customer Engineering, Advanced Services, Sales, Marketing and Leadership to create new technical sales strategies
- Communication of customer / market requirements to the Product Management and Development
- Continue education by attending training sessions and reading technical documentation
- Manage case escalation to maintain forward movement on sales opportunities
- Ability and willingness to travel as needed
EXPERIENCE AND QUALIFICATIONS:
Personal skills
- Excellent knowledge in End User Computing (EUC) with strong leadership skills
- Excellent written and verbal communication skills with the ability to communicate effectively with engineers, sales teams, and management
- Excellent presentation skills
- A team player who is influential and builds very good working relationships across all levels
- Flexibility, integrity, and creative problem-solving skills are imperative to be successful in this role
- Excellent ability to understand and explain complex technical issues in an easy way
- Ability to communicate via phone and email is required
- Ability to listen effectively and show patience while working with customers, colleagues, and partners
- Ability to adapt to new technologies quickly
- Ability to work independently and without supervision
- Ability to take effective notes
- Ability to multitask effectively and work under pressure
- Positive work ethic and decision maker
- Fluent in German and English
- Swedish, French, Dutch or Arabic would be a bonus
Technical skills
- Minimum of ten years’ experience in Presales and five-year leadership responsibility required
- Good understanding of Cyber Security and Zero Trust Architectures
- Good understanding of Hypervisor solutions, IoT / OT industries and the vertical-based use cases behind it
- Working knowledge of Linux Operating Systems
- In-depth knowledge of IGEL’s products and solutions, especially IGEL OS, the Universal Management Suite and the IGEL Cloud Gateway or other Thin Client/Endpoint operating systems is a plus
- Working knowledge of Windows Operating Systems
- Experience in Remote Desktop Services, Azure Virtual Desktop, Win365, AWS, Citrix, Omnissa Horizon environments
- Knowledge of networking concepts, including TCP/IP, DHCP, DNS, AD, etc
- Good understanding of the solutions offered by IGEL’s technology partners
If you have any questions about the position or application process, our People team is happy to assist.
Florian Hermann
IGEL Technology GmbH
Hermann-Ritter-Str. 110
28197 Bremen, Germany
Tel: +49 (0) 421 / 52094 2000
Please note that we are unable to hire applicants residing in countries outside our legal entities countries. IGEL does not currently have a sponsorship license and is regrettably unable to offer sponsorship.
We celebrate tolerance and diversity, and we are committed to building teams that represent a variety of backgrounds, skills and perspectives.
IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws.
Additional information
Please click here to access the information according to art. 13 data protection regulation (DSGVO) for applicants
