Cyxtera - Coral Gables, FL
posted 2 days ago
About the position
The Director of Sales Engineering will manage a Sales Engineering team that works closely with the Sales Account Directors and Customer Success Managers, Product, Operations, Engineering, and other cross functional business units. The Director should be skilled at both Leadership and Management, coordinating the tactical activities of the Sales Engineers who are responsible for pre-sales design and technical selling. The Director plays an active role in deal pursuit, as Sales Engineering is the primary customer facing technical resource at Centersquare. They lead complex quoting in Salesforce using Multi Dimensional Quoting (MDQ) segmentation, are familiar with ServiceNow, and will be proficient with EcoStruxure ITA/Struxureware. They engage in Products specification, and will develop and implement training curriculum for the Sales Engineering Team. The Director is charged with interfacing with the Sales Leadership and to aid in the facilitation of closing deals, addressing both industry related and technical issues and providing a value-add above and beyond the management of the local Sales Engineer. This includes working with numerous different internal business units. The Director will act as an escalation point for technical questions and issues elevated from the local Sales Engineer. The Director also acts as subject matter expert (SME) and is available to travel for customer appointments, channel events, and marketing engagements as needed, fostering company relationships and support the technical development of the market and region.
Responsibilities
- Ensure all Key Performance Indicators are met, including new Sales MRR, Renewal Contract WALE (Weighted Average Lease Expiry), and relevant billed revenue metrics.
- Ensure all Sales Engineers possess the knowledge which will allow Centersquare to serve customers and prospects and provide an industry leading Data Center experience.
- Augment the formal repository of knowledge to allow Sales Engineers to be self-sufficient.
- Become a subject matter expert in SalesForce, ServiceNow, ITA, and other internal business applications.
- Be a role model of Centersquare culture, focusing on Sales Engineering continuous improvement and individual team member development.
- Support the sales process with detailed technical knowledge of Centersquare products and services.
- Coordinate all technical support requests and escalations with the VP of Sales Engineering and other members of Sales Engineering Leadership.
- Ensure that Sales Engineers capture all technical requirements linked to an opportunity and generate the associated technical and business proposal with the sales team for presentation to the customer.
- Ensure Sales Engineers create effective and comprehensive system designs to present to upper management and engineers of client companies while working closely with engineering to satisfy customer's technical needs.
- Become the Subject Matter Expert (SME) on all current and future products and services.
- Introduce a formal process to guide the Sales Engineer team on working with new products/offerings.
- Create a plan for ongoing training and technical certifications to ensure knowledge does not become obsolete.
- Develop and lead regional technology training sessions.
- Participate in installation/hand-off post-sale meetings to ensure a smooth transition between internal groups.
- Create a feedback loop to Product and Engineering groups.
Requirements
- Bachelor's Degree preferred.
- Minimum of 10 years' experience in the data center and telecommunications industry with proficiency and experience in power chain topology, mechanical and liquid cooling operations and design, custom fit outs, and supply chain logistics.
- Proficiency with SalesForce, ServiceNow, EcoStructure ITA, PowerBI, Microsoft Office Suite, and Visio.
- 2+ years' experience leading and motivating remote teams.
- Excellent analytical, presentation, communication, and negotiation skills.
- An ability to work closely with Sales VPs, Sales Directors, and Sales Managers with proven knowledge of the sales cycle.
- Ability to articulate highly technical information to a non-technical staff and customer.
- Strong skills in organizational development.
- Intimate familiarity with the data center market and services offered by competing providers.
