Senior Manager, Solutions Engineering

The Opportunity 

Our Solutions Engineering organization is seeking a Senior Manager of Solutions Engineering to lead a highly skilled solutions team in America. The Solutions Engineering team partners with our customers to realize their full potential by adopting prescriptive solutions that drive their growth and success. We work with product & engineering teams, CISOs and C-level executives at large global brands who are building secure solutions with Snyk. This role will support a regional sales leader focused on net new business, a sales leader focused on an existing customer base of Snyk’s largest customers in AMER, and lead the Solutions Engineering team members supporting partners and channels.

Our SE team works closely with Account Executives, Professional Services, Technical Success Managers, Partners, and the Product Team to develop and execute the account strategy for Snyk’s enterprise customers. As a leader of Solutions Engineering, you will lead, build, and mentor a world-class Solutions team at scale. You will drive collaboration from cross-functional teams to influence and unify stakeholders at all levels of the organization to drive business outcomes. Reporting to the Senior Director of Solutions Engineering, you will play a hands-on role in building a team of solutions engineers and owning the revenue and consumption responsibilities for the group. 

You’ll Spend Your Time: 

• Acting as a business and technical thought leader able to partner and drive GEO, Regional, Account strategy, and execution plan working with cross-functional partners

• Serving as a business leader to Executive Champion or Executive Sponsor on all aspects of strategic business in AMER.

• This will be a customer-facing role, meeting technical & executive champions regularly and leading EBCs with important customers.

• Being a key business leader in complete execution from marketing, product, pricing, packaging, competitive, M&As, etc

• Recruiting, hiring, leading, retaining, and coaching a world-class Solutions team and leaders. Be an advocate for presales within the organization

• Nurturing and being the role model of a positive outlook, can-do attitude, and growth mindset, while leading and keeping the SEs motivated in a fast-paced and ever-changing environment

• Partnering closely with Sales, Marketing, and Technical Teams (Professional Services, Product, Development, etc) to develop joint go-to-market initiatives that drive positive developer experience and outcomes while driving revenue growth 

• Using executive engagement skills and presence, with an ability to establish strong relationships with key decision-makers and build credibility at all levels.

• Leveraging AI to transform customer services, knowledge sharing, product interlock and evolve the SE function

• Providing guidance to revenue leaders on sales strategy, product obstacles/gaps, and representing the team’s needs to executive staff

• Interpreting complex problems, creating simple solutions and collaborating closely with prospects, channel partners, and our sales team to deliver winning solutions

• Collaborating and maintaining a close working relationship with product teams, engineering, services, and support

• Building processes to measure the performance and impact of the Solution Engineering Team and ensure that the team is optimized to meet rapidly evolving business needs

• Being a thought leader on industry trends, and competitive dynamics, and leverage this knowledge to shape strategy around user engagements

• Representing Snyk at industry events and conferences, customer business reviews, and contributing to new ideas and industry best practices

• Championing the voice of our customers to influence product direction and feature priorities

What you'll need:

• 10+ years of industry experience in a pre-sales capacity with 5+ years of direct line management experience (hiring, training and retaining top talent) 

• Experience in a leadership role in leading complex sales and solution organizations at an enterprise scale, this can include leading professional services and partner organizations.

• Experience in building and running Channels and partner Solutions Engineering teams.

• A track record of building and leading solution architecture/ engineering teams ideally in a SaaS or API usage-based businesses

• A good knowledge of the developer, DevOps, Application Security, and ASPM ecosystems and practices

• Previous technical sales experience with API’s, distributed systems, databases, and/or developer tools preferred 

• Experience working closely with highly technical customers at the Enterprise level

• Familiarity with a wide variety of coding languages and how they work

• Appetite for learning about new technologies and you’re curious about how things work under the hood

• Ability to plan and succeed, setting milestones along the way, over-communicate, create alignment, rally resources and satisfy stakeholders

• Have leveraged AI to evolve the SE function related to customer services, knowledge sharing, product interlock, etc.. 

• To care about diversity and enjoy meeting people from all walks of life 

• Strong communication (written and verbal) and presentation skills 

• Strong executive presence and ability to foster deep relationships with our customers

• University degree in computer science, engineering, mathematics or related fields, or equivalent experience preferred