Director - Solutions Engineering, India

Overview

Lead Trellix’s India Solutions Engineering organization in alignment with APJ and theatre go-to-market and customer strategies. The role provides technical excellence, solution outcomes and enablement for customers and channel partners while leading field readiness, operational excellence, metrics and OKR management, and team development.

What you'll do

• Lead India SE strategy setting and execution in alignment with the overarching theatre GTM and customer strategy.
• Lead the organization with an inspirational and disciplined style to foster a positive, open, innovative and high-performing culture.
• Drive a culture of personal leadership, ownership and initiative by leading by example.
• Maintain active, constructive communication with global Sales and SE leadership regarding pipeline forecasts and activity results against metrics.
• Recommend courses of action when performance slips below expectations and forecast.
• Communicate openly and often as the motivational and inspirational voice of the APAC region, particularly during times of high growth and transformation.
• Provide market, customer and partner insights and intelligence, technical feedback, new use-case examples and product roadmap suggestions to Product Management, Product Engineering, Marketing and Services leaders.
• Leverage SE teams, Sales tools, resources and performance data to influence net-new deal and account expansion pipelines and manage SE productivity and operational effectiveness.
• Collaborate with partner leadership to identify, support and close opportunities while ensuring partners are technically enabled and educated on Trellix solutions.
• Engage directly with APAC’s most prominent customers, lead engagements with SE teams, and deliver or co-deliver customer presentations positioning the value of Trellix’s portfolio and roadmap.
• Attract, develop, motivate and transform the India SE teams to become best in class when engaging with customers and partners.

What you'll need

• Minimum of 5+ years’ experience leading regional APAC enterprise SaaS software Sales Engineering teams of at least 20 within a blended direct and indirect sales model.
• A track record of establishing theatre-wide strategies and establishing and measuring tactical performance and outcomes.
• Experience building or evolving teams into top performers, including talent assessment, talent acquisition, performance management and succession planning.
• Experience guiding teams in influencing pipelines and sales cycles through a hands-on leadership style.
• A track record in consultative solution selling of SaaS-focused, enterprise-grade integrated solutions and/or platforms, with a focus on customer success and achieving mutually positive outcomes.
• Technical credibility to communicate the value and differentiators of Trellix’s platform and solutions with customers, partners and across the SE organization.
• Highly effective communication skills to interact with confidence and credibility at all levels.
• Ability and history of engaging with and influencing the most senior internal and external decision makers.
• Experience working closely with Product Management, Product Development and Marketing to bring market and customer feedback and desires into focus.

Nice to have

• Cybersecurity software experience is highly preferred.
• Multi-lingual communications skills are preferred.

Details

• Location: New Delhi, India.
• Overnight travel is approximately 50%.