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Sales Engineering Manager, APJ

Keywords / Skills : Sales Engineering

5 - 15 years
Posted: 2018-05-25

IT/ Computers - Hardware
IT/ Computers - Software
Team Leader/ Technical Leader
Posted On
25th May 2018
Job Description


Sales Engineering Manager is a key member of Sales organization and is responsible for delivering effective pre-sale support across the region, leading the team of Sales Engineers, providing guidance, sharing knowledge and performing control over execution for SE Team, as well as acting as individual contributor for strategic opportunities development in the region.

The position reports to Regional VP of Sales and indirectly to Director Global Sales Engineering with a goal to ensure revenue objectives are met and SE Team is instrumental with opportunities development and deals closure.


• Provide technical and business leadership to regional SE Team that will result in overall business development in the region;

• Identify, develop and implement organizational, operational and process enhancements to drive Team’s efficiency and effectiveness;

• Execute performance assessment, educate, train and provide technical guidance to SE Team, develop education plans for each member of the Team;

• Perform goal setting, validation of deliverables vs targets, ensuring those are aligned with Sales revenue targets and strategy;

• Execute quality control and change control, validate the completeness and quality of SE deliverables;

• Maintain opportunities pipeline, perform load balancing, ensure SEs follow the established processes;

• Perform day-to-day operational management for regional SE Team

• Develop tools and templates to reduce time to develop quotes, solution proposals, and responses to RFIs, and RFPs and raise Team effectiveness;

• Cascade information and feedback about partners’ and customers’ requirements and scenarios to Product Management department;

• Execute win/loss analysis and take reactive and proactive actions to increase overall success rate;

• Ensure key stakeholders are informed on regular basis on the progress of presale engagements with prospective partners and customers.

• Act as an individual contributor in key opportunities development – analyze prospective partners’ and customers’ business requirements, go to market strategy, security, audit, retention, and other policies associated with protection or transfer of the data;

• Develop responses to RFIs and RFPs;

• Develop business proposals outlining solution to identified business, regulatory, and internal policies & requirements;

• Build and develop relationships with key stakeholders and influencers within strategic accounts with a significant focus placed on continuous discovery, gap analysis and new opportunities development

• Participate in onsite and remote meetings and roadshows with prospective customers and partners as technology senior expert, conduct demos and pitch products and technologies throughout the sales cycle;


• Bachelor's degree in computer science or a related field such as information science, information security or similar;

• At least 5 years of experience in IT industry;

• At least 3 years of experience in IT solutions sales and support;

• At least 3 years of experience in a leadership role in IT industry;

• Strong technical background in backup/disaster recovery/storage areas of expertise

• Strong knowledge of virtualization and cloud technologies (vmware, Hyper-V, KVM, AWS, Azure);

• Strong knowledge of operating systems (administrators level) - Windows/Linux, and business applications (MS Exchange, MS SQL server, MS AD, Oracle);

• Strong knowledge of TCP IP stack and networking principles;

• Proven track of record in managing IT projects;

• Experience working in international multicultural environment;

• Excellent verbal and written communication skills;

• Engaged, positive attitude, ability to prioritize in demanding environment;

• Ability to travel internationally (up to 40% of time).

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About Company

One Search Consulting is a Asia Pacific Executive Search firm with office presence in Singapore and Hong Kong. At One Search Consulting, we believe People drive organisations. "One Right Hire, One Right Career" is more than a business slogan. It's a guiding principle, and the most important contributing factor to a company's success. We emphasise the need to understand our clients' talent needs. Our search process ensures that the right hire develops a right career in our clients' organisation. They will be the right people for business growth.

One Search Consulting is a committed player in the HR marketplace. We strive for a reputation for strong industry specific knowledge, versatile search ability and outstanding candidate care.

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