Full-Time Manager, Sales Engineering - APJ

Open Source Security Focus: Open source has taken over software development, but security remains a major concern. Companies invest heavily in patching and fortifying open-source software for compliance and confidence. Chainguard, founded by experts, has built the largest library of secure-by-default open-source software.

Customer Focus: Chainguard partners with customers like Snowflake, Canva, and HPE to build secure open-source solutions.

Company Values:

• Customer Obsession: Strong relationships through collaboration, empathy, responsiveness, education, and advocacy.
• Intentional Action: Fast execution through intentional action, prioritizing, planning, and failing fast.
• Serious But Fun: Solving a critical issue with focus, but embracing laughter, fun, and uniqueness.
• Trust & Transparency: Trusting team members, transparent communication (positive and negative), and celebrating accomplishments.

Role Responsibilities:

• Partner with the International Sales Leader to evaluate/prove solutions' value, develop, and execute technical strategies & account plans for APJ clients.
• Lead & manage a team of sales engineers, providing guidance & mentorship.
• Hire/staff sales engineers to support APJ business growth.
• Set & evaluate performance goals, collaborate with sales on customer needs & technical expertise.
• Conduct demos, presentations, and POCs to showcase product capabilities.
• Design customized solutions, create technical proposals (specs, diagrams, plans), and build/maintain customer relationships.
• Provide ongoing support and address issues.
• Stay current on industry trends, competitive products, and emerging technologies (APJ region).
• Provide feedback to product management, and collaborate with engineering/marketing.
• Create/maintain technical collateral (presentations, data sheets, white papers).
• Track/report on key performance metrics (Tech Wins/Losses, POV Time to Close, ARR).
• Identify staff improvement areas & implement corrective actions.
• Monitor expenses & adhere to budgets.

Required Skills & Experience:

• 5+ years Sales Engineering Leadership supporting APJ clients
• 4+ years Sales Engineer experience supporting APJ clients
• Container technologies (Kubernetes, Serverless, Docker)
• Cloud technology (AWS, Azure, Google)
• Cloud security/container security
• Sales frameworks (MEDDPICC, Command of the Message)
• Strong team player with mentorship abilities
• Trusted advisor with customer credibility

Benefits:

• Equity/Stock Options
• Unlimited PTO
• Remote work with flexible coworking/meetups
• Home office/internet stipend
• 100% health/dental/vision insurance
• Monthly wellness budget

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