Director, Sales Engineering

Job Description

Salary: $296,800 OTE

AxoniusFederal Systems LLC (AFS) gives federal agencies the confidence to control complexity by mitigating threats, navigating risk, automating response actions, andcomplying withfederal cybersecurity regulations and guidelines such as Zero Trust, NIST Cybersecurity Framework, CDM, FISMA, and BOD 23-01.

Headquartered in the DC-metro area with employees across the country,AxoniusFederal has an installed customer base spanning the civilian sector and every branch of the DoD.

Axoniushas been recognized with theGreat Place to Work Certificationand was named toDuns Best Start Up Companies to Work for Over 100 Employees. For two years in a row,Axoniuswas on theDeloitte Technology Fast 500 listas well as included onInc.magazine's 2022 Best Workplaces list.

For more on how AFS supports the mission of the U.S. government to improve national security, visithttps://www.axonius.com/axonius-federal.

We are seeking a highly motivated and experienced Federal Sales Engineer Director to lead our Federal Sales Engineering team. This role will focus on managing day-to-day operations, including territory and quota assignments, and supporting our growth with both Enterprise and Strategic customers. The Federal Sales Engineer Director will report directly to the Axonius Federal Field Chief Technology Officer (CTO) and work closely with the Axonius Federal Field Product Manager, fostering a collaborative environment to drive innovation and success.

The Federal Sales Engineer Director will play a critical role in driving the success of our federal sales efforts. By leading a talented team of Sales Engineers and implementing effective strategies, this individual will help us achieve our growth objectives and strengthen our position in the federal market. The collaboration with the Axonius Federal Field Chief Technology Officer (CTO) and the Federal Field Product Manager will ensure that our technical and product strategies are aligned, fostering innovation and delivering exceptional value to our customers.

Key Responsibilities:

• Team Leadership: Lead and mentor a team of Sales Engineers, fostering a collaborative and high-performance culture. Provide guidance and support to ensure team members achieve their individual and collective goals.
• Territory and Quota Management: Oversee the assignment of territories and quotas, ensuring fair distribution and alignment with company objectives. Monitor performance and make adjustments as needed to optimize results.
• Strategic Planning: Collaborate with senior leadership to develop and implement sales strategies that drive growth in the federal sector. Identify opportunities for expansion and work with the team to capitalize on them.
• Customer Engagement: Serve as a key point of contact for high-profile federal customers, building and maintaining strong relationships. Ensure the team delivers exceptional pre-sales support and technical demonstrations.
• Technical Expertise: Maintain a deep understanding of the Axonius platform and its integrations. Stay updated on industry trends and competitive landscape to effectively address customer needs and questions.
• Performance Management: Conduct regular performance reviews, provide constructive feedback, and identify opportunities for professional development. Assist in providing feedback to Sales Enablement Team for SE training programs to enhance the team's skills and knowledge.
• Cross-Functional Collaboration: Work closely with sales executives, product management, and other departments to ensure alignment and support for sales initiatives. Facilitate communication and coordination across teams.
• Customer Satisfaction: Drive a customer-centric approach, ensuring the team is focused on delivering value and achieving high levels of customer satisfaction. Address any issues or concerns promptly and effectively.
• Staff Meetings: Participate in staff meetings and provide ideas and feedback on company policies.
• Engineering Procedures: Create and monitor adherence to documented engineering procedures.
• Product Knowledge: Develop a deep understanding of the architecture and operational principles of all Axonius products.
  
  

In This Role You Will Get To:

• Build and lead a team of sales engineers who serve as our core product introduction, evaluation, and education experts.
• Partner with sales leadership to achieve regional quota targets, our goals, and ensure relationships are built.
• Work alongside revenue leaders to set the go-to-market strategy for the territory.
• Effectively escalate customer feedback and product obstacles/gaps to represent the teams needs to executive staff.
• Interpret complex problems, create simple solutions, and collaborate closely with prospects, channel partners, and our sales team to deliver winning solutions.
• Collaborate and maintain a close working relationship with product, engineering, sales, marketing, and services.
• Play an active role in sourcing and screening potential candidates and managing the interview process.
• Act as a player/coach, working with your team on and delivering compelling presentations to customers and prospects.
  
  

Requirements:

• Minimum of 10 years proven management experience, with a track record of leading and developing high-performing teams.
• Extensive experience in the security industry, particularly in sales engineering or related roles.
• Strong technical background in Internet security principles and practices.
• Deep understanding of Internet protocols (HTTP, SMTP, etc.) and networking topology.
• Expertise in endpoint security technologies (AV, EDR, Next-gen AV), cloud security principles, and vulnerability management.
• Demonstrated success in selling software solutions to Fortune 500 companies or Federal Equivalent.
• Experience in presenting to various audience levels, from C-Suite executives to technical users.
• Exceptional technical presentation and communication skills, both verbal and written.
• Ability to conceptualize and present comprehensive solutions that address customer business challenges.
• Self-motivated and capable of working independently in a fast-paced environment.
• Strong customer focus, positive attitude, and a sense of ownership over customer outcomes.
  
  

Advantages:

• Strong critical thinking and problem-solving skills.
• Team-oriented mindset with a mission-first attitude.
• Knowledge of APIs and practical experience with scripting languages such as Python.
  
  

We welcome people of different backgrounds, experiences, abilities and perspectives, regardless of race, color, ancestry, religion, age, sex, gender identity, national origin, sexual orientation, citizenship, marital status, disability, or Veteran status.

By submitting your application to us, you acknowledge that your personal data will be processed in accordance with our Global Job Candidate Privacy Notice.

Axonius Federal Systems participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. For more information on E-Verify, or if you believe that your employer has violated its E-Verify responsibilities, please contact DHS: 888-897-7781 dhs.gov/e-verify

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