Director, Sales Engineering (Enterprise)

Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.

Our mission is simple: End Cyber Risk. We’re looking for a Director, Sales Engineering (Enterprise) for the Mid-Atlantic territory to be part of making that happen.  

About the Role:

The Director of the Sales Engineering is critical to the success of the team/company and provides technical leadership to the team via player-coaching and leading by example.  The candidate possesses a strong technical aptitude and has experience running technical sales campaigns within networking, security, infrastructure, SaaS, or governance risk and compliance industries.  This person is a seasoned, functional leader who leads a highly professional Sales Engineering team. This person is focused on strong technical accountability for short-term results while strategically planning for the future of the team and business.

This is a results-oriented position, and you must demonstrate that you can build and lead a highly effective SE team. This will be done by having a high aptitude in security technology, leadership/management, partner development, and strong business and sales acumen. The character and competency you instill into the SE team is a critical component to this role.

Location: must reside in Mid-Atlantic territory (PA, NJ, MD, DE, DC, VA)

Responsibilities:

• Lead, inspire, recruit, develop, and retain a high-performance Sales Engineering team to help support our Sales business
• Build relationships and collaborate across Sales, Architects, Sales Ops, Marketing, Product Management, and R&D teams to ensure organizational agility while leading your team(s)
• Engage in and help build and/or maintain prospect/partner technical and/or executive relationships to accelerate Arctic Wolf brand awareness, build partner mindshare, and accelerate business closure
• Monitor, review, and coach SEs to enhance their objection handling, demonstrations, and overall ability to architect and scope Arctic Wolf solutions to solve customer challenges
• Provide creative approaches and ideas to solving complex challenges for our customers and for our sales organization
• Acts as district escalation point for technical sales campaigns.  Must understand and have working knowledge of Arctic Wolf platform and business processes relevant to deal structure
• Conducts weekly or bi-weekly meetings the team member to track and measure results against goals

Additional Responsibilities:

• Understanding the core components of our Partner Program and implementing them into the sales cadence of the SE team.
• Help build and maintain a strong partner ecosystem, understanding our partners are an extension of our team and critical to our success.  We are a 100% channel company.
• Maintaining and managing weekly activity, objectives, and outcomes
• Promoting the team’s personal development
• Driving to and meeting the objectives set by the organization
• Travel and attend meetings, conferences, tradeshows and other company functions
• Understand and influence Arctic Wolf product features, advantages, benefits, and selling points
• Being available and accessible to fellow co-workers to help them achieve their objectives
• Performing other related duties as assigned
• Create an environment in which prospects become customers and customers become evangelists
• MUST RESIDE IN TERRITORY – typically 30% or less of business travel

Required Skills and Experience:

• Minimum of 2 years in a management role, preferably managing a presales engineering team
• Minimum of 3 years in a customer-facing role, preferably in a presales engineering capacity or consulting role focused on security solutions
• Minimum of 3 years supporting, delivering, or designing enterprise IT systems, security focused systems desired
• Quickly learn to articulate the business application/value of the AWN technology to all audiences, ranging from technical to executive-level decision makers
• Excellent written, verbal, presentation, time management, and attention to detail
• Strong collaboration and teambuilding skills
• Demonstrated ability to coach, mentor and challenge your sale peers and your SE team
• Proven track record of delivering measurable results
• You must have an “I own the problem AND the solution” attitude
• Extensive technical experience in Networking, Security, Identity Management, Cloud Services, and Windows/Linux/Mac
• Strong working knowledge of Word, PowerPoint, and Excel

Preferred Skills and Experience:

• Bachelor’s Degree
• CISSP, GCIH, CISA or CISM certification(s)
• Working knowledge of Salesforce.com
• Previous experience selling XaaS solutions (software, infrastructure, SOC/Security) and/or managed services
• Mac OS

About Arctic Wolf:

At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally. We’ve been named one of the 50 Most Innovative Companies in the world for 2022 (Fast Company)—and the 2nd Most Innovative Security Company. This is in addition to consecutive awards from Top Workplace USA (2021, 2022), Best Places to Work - USA (2021, 2022) and Great Place to Work - Canada (2021, 2022). 

Our Values 

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good. 

We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.  

We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities. 

All wolves receive compelling compensation and benefits packages, including: 

• Equity for all employees 
• Bonus or commission pay based on role
• Flexible time off, paid volunteer days and paid parental leave 
• 401k match
• Medical, Dental, and Vision insurance
• Health Savings and Flexible Spending Agreement
• Voluntary Legal Insurance
• Training and career development programs 

 
Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law. Arctic Wolf is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing recruiting@arcticwolf.com. 

Security Requirements:

• Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes and controls to protect the confidentiality, integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies).
• Background checks are required for this position.