Job Specifications
Location
The Manager, Solution Engineering, will be an integral part of our Sales leadership team in EMEA. This role is based remotely in Ireland or the UK.
Who We Are
DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state - from planning to production. Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency.
With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide.
The Opportunity
DoiT is looking for an experienced and technically adept Manager of Solution Engineering to build and lead an engaged and high functioning team of Solution Engineers to execute the technical sales process as an integral part of our Global Sales Team.
Our ideal candidate is an accomplished Solution Engineering leader with experience building and leading SE teams in a B2B SaaS software environment. You have an established track record of success and enjoy leading by example, defining best practices and collaborating with key stakeholders across the business to drive success and technical wins. You are excited about enabling companies to transform themselves using the public cloud and the service offerings in the cloud (AWS, GCP, etc.)
You will hold yourself accountable for the success of any initiative you are involved in, approach every obstacle as an opportunity for continuous improvement and are comfortable working in a fast-paced, growing, and entrepreneurial environment.
Responsibilities
Build and lead a highly engaged and successful team of Solution Engineers aligned to key regional sales teams around the world; Defining key metrics for success, best practices and operational procedures, and goals for the team and the individuals on it.
Serve as a player-coach working in conjunction with the sales leadership team as a key technical advisor and advocate for DoiT while mapping value to the prospect’s needs, incorporating feedback to drive quality and consistency across the Solution Engineering team.
Implement and refine strategies to improve trial win rates, beat the competition, develop stronger technical buyer relationships - while relaying actionable feedback to product leadership for further consideration as part of our product roadmap discussions.
Define and ensure accountability around best practices in the execution of demos and trials across the Solution Engineering team and as a a subject matter expert on our SaaS packages and functionality yourself.
Develop and train the Solution Engineering team on the model for delivering engaging demonstrations in collaboration with our Sales, Marketing and Training Teams.
Understand and implement technical sales strategies based on competitive selling strategy - creating a culture of continuous learning and improvement across the team.
Serve as an escalation point for the team with a sense of urgency as we manage complex technical sales processes in a highly collaborative environment with multiple departments and stakeholders.
Partner with Product Marketing align on and refine effective strategies to manage and deliver demonstrations, maintain demo environments, and respond to RFPs.
Present to prospects, customers and partners, at external events, conferences, seminars, etc.
Ensure timely entry of data into internal business support solutions.
Contribute to systems and tools to provide key business information and metrics to highlight performance and effectiveness.
Responsibilities
3+ years of management experience at B2B SaaS software company leading a pre-sales / Solution Engineering team selling into both enterprise and mid-market accounts.
2+ years of FinOps and Kubernetes experience
Deep understanding of best practices for creating, leading and operationalizing Solution Engineering teams at scale.
An understanding of ITSM eco-systems and prominent solutions within them, such as: Cloud Management tools, DataDog, Chef, Ansible, Puppet, New Relic, ServiceNow, AlertLogic etc.
Experience working with Amazon Web Services (AWS) or equivalent cloud, and Datacenter experience with knowledge of hypervisors like VMWare.
Strong data analysis skills and the ability /navigate spreadsheets to identify trends, outliers, correlations and reconciliation needs across large data sets.
Good practical understanding of cloud-centric architectures.
Comfort level working in a metric-driven environment, including reporting on and improving business performance against a set of monthly KPIs and metrics.
The ability to take complex pieces of technology and explain them in a si
About the Company
The only intent-aware FinOps platform that goes beyond cost optimization to drive reliability, performance, and security--turning endless "good ideas" into real, implemented solutions at scale--ensuring teams are 10X more likely to achieve business outcomes than with any other solution.
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