Sr Manager, Enterprise Solutions Engineering

About SmartBear
At SmartBear, we believe building great software starts with quality—and we’re helping our customers make that happen every day. Our solution hubs—SmartBear API Hub, SmartBear Insight Hub, and SmartBear Test Hub, featuring HaloAI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.

Senior Manager, Enterprise Solutions Engineering

Why You Should Join Us:

• Innovate with Us: Advocate for proven, cutting-edge technology that drives real results.
• Collaborative Culture: Thrive in a dynamic, entrepreneurial environment where your expertise is valued.
• Focus on Impact: Support technical sales without the hassle of quotas or cold calling.
• Grow and Lead: Access the tools and training you need to become an industry leader.
• Stay Ahead: Engage with the latest software innovations through webinars, tradeshows, and more.

About the Role:

As a Senior Manager, Enterprise Solutions Engineering, you will lead and develop a high-performing team of solutions engineers supporting our enterprise customers. You will ensure alignment with SmartBear’s broader revenue retention strategy and technical excellence, while maintaining a customer-curious approach to continuously enhance and adapt our solutions for enterprise clients. You will work closely with leadership to create and implement processes that drive exceptional customer outcomes and enhance the overall customer journey.

Responsibilities:

• Be the Technical Expert: Serve as a trusted advisor to enterprise sales reps, showcasing the value of SmartBear solutions and guiding prospects on integrating with our product suite.
• Collaborate with Sales and Success Teams: Support discovery calls, demos, and proof of concept (POC) execution to highlight the impact of Insight Hub.
• Lead with Solutions: Address technical challenges by crafting tailored solutions based on the SmartBear advantage and help resolve SmartBear-specific integration issues and customer inquiries.
• Show Value with Demos: Develop and deliver engaging product demonstrations, webinars, and videos that showcase SmartBear’s real-world impact, especially in software stability and error monitoring.
• Strategize for Success: Partner with sales reps to navigate POCs and develop winning account strategies focused on SmartBear solutions.
• Engage Senior Leaders: Build relationships with executive-level sponsors by bridging technology solutions with business outcomes.
• Collaborate and Innovate: Work with Marketing, Product Management, and Customer Adoption teams to drive product success and customer satisfaction.
• Own Outcomes: Manage technical aspects of the sales process, including RFPs, POC checklists, and customized demo environments.
• Travel Occasionally: Represent our solutions at industry events and trade shows, up to 10% of the time.

We Are Looking for You if You Have:

• Technical degree or related field.
•  3-5 years of experience leading Solution Engineering teams.
• Experience with positioning software solutions in large enterprise accounts.
• The ability to support ongoing team member growth and development including recruiting, hiring, training, and mentoring.
• An understanding of the needs of the Enterprise sales organization and develop plans to ensure ongoing support for those needs.
• Experience with driving strategic initiatives and programs as needed to support the growth of the business.
• Experience partnering with sales leaders to prioritize Solution Consulting efforts
• Experience defining key value propositions and communicating them to customers.
• Experience partnering with product teams to identify product and technology gaps within the products and present a remediation point of view to product and leadership teams.
• Work with the team to discuss, plan and implement process improvements
• Evaluate team members regularly through analysis of direct observation, peer feedback, and sales feedback
• Experience working directly with marketplace-based and cloud-based tools and services.
• Proven ability to work directly with customers or internal clients to resolve technical problems and advise on technology solutions/strategies.
• Familiarity with software development, quality automation, API software, performance monitoring, or other software quality-related fields is advantageous.
• Ability to travel (approximately 10% of the time).
• You embody our core values: Smart, Open, Driven, Accountable, Curious.

Why Join SmartBear?

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization – an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being Smart, Open, Driven, Accountable, and Curious.

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