Sales Engineering Manager - Federal

What you'll do:

• Partner with our Federal Sales Leader to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for federal clients.
• Lead and manage a team of sales engineers, providing guidance, mentorship, and professional development opportunities.
• Hiring/Staffing of Sales Engineers to support Chainguard’s Federal business and its growth
• Set performance goals and conduct regular performance evaluations:
• Collaborate with the sales team to identify federal customer requirements and provide technical expertise during the sales process.
• Conduct product demonstrations, technical presentations, and proof-of-concept trials to showcase product capabilities.
• Design customized solutions that meet federal customer needs and requirements.
• Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans.
• Build and maintain strong relationships with key federal customers, acting as a trusted advisor.
• Provide ongoing technical support and address any issues or concerns that arise during and after the sales process.
• Stay current with industry trends, competitive products, and emerging technologies relevant to the federal sector.
• Provide feedback to product management on federal customer requirements and market demands
• Work closely with product management, engineering, and marketing teams to ensure alignment of federal strategies with product capabilities.
• Create and maintain technical sales collateral, including presentations, data sheets, and white papers pertinent to the federal practice
• Track and report on key performance metrics, including Tech Wins/Losses, POV Time to Close, ARR
• Identify areas for staff improvement and implement corrective actions as needed.
• Monitor expenses and ensure adherence to budgetary constraints

What we're looking for:

• Minimum of 5+ years experience in a Sales Engineering Leadership supporting clients in the Federal government
• Minimum of 4+ years experience as a Sales Engineer supporting clients in the Federal government
  Experience in the following areas:
  • Container technologies (Kubernetes, Serverless, Docker)
  • Cloud technology (AWS, Azure, Google, etc.)
  • Cloud security or containers security
• Experience with MEDDPICC and or Command of the Message sales frameworks
• Smart and passionate people that can persevere to success.
• People acting as trusted advisors, able to build credibility with customers.
• Strong team players committed to help and mentor their peers.

OTE is between $265,000 - $300,000 OTE (based on experience/location)