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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in leading pre-sales engineering teams, managing technical win rates, and driving AI tooling adoption. Possesses deep knowledge of Zero Trust principles and a proven track record in partnering with senior sales leadership to achieve quota attainment and improve governance frameworks.
Highest-signal resume keywords
Technical Pre-Sales Engineering ExperienceLeadership in Field Engineering OrganizationsZero Trust Principles KnowledgeAI Tool Integration and FluencyEngagement with C-Level Executives
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Technical Win Rate ManagementPOV Governance FrameworksCapacity ForecastingComplex MEDDPICC Sales MotionsCloud SecuritySASE/SSE ArchitecturesEnterprise NetworkingSolution DesignAutomationTroubleshooting
Soft Skills
CuriosityActive ExplorationPerformance ManagementLeadership DevelopmentCollaboration
Tools & Technologies
AI ToolingLLMsGenerative AI ToolsRFP AutomationLab Automation
Industry Keywords
CybersecurityCloud ArchitectureEnterprise SoftwareNetworking InfrastructureFortune 500 Engagement
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Lead the pre-sales engineering organization across the highest-revenue major accounts
- Manage first-line Systems Engineering Directors, Principal Architects, and senior Individual Contributors
- Partner with Area Vice Presidents and Regional Sales VPs on technical go-to-market execution, territory reviews, account tiering, and coverage planning
- Govern SE capacity and allocate engineering resources based on win probability and deal value
- Manage technical win rates, POV cycle times, and resource utilization
- Enforce POV entry and exit criteria, executive business goals, CISO/CIO alignment, 30-day validation milestones, customer war rooms, and scope control
- Serve as executive technical sponsor on flagship deals and support late-stage negotiations and executive playbacks
- Drive technical pipeline generation through architectural reviews, Zero Trust maturity workshops, and executive threat briefings
- Partner with Customer Success and Professional Services on account expansion and renewal health
- Hire, develop, retain, and performance-manage SE leaders and senior engineers
- Lead succession planning and leadership development
- Run field retrospectives and provide product feedback to Product Management and Engineering
- Drive adoption of AI tooling, LLMs, and automation for RFP responses, lab automation, discovery synthesis, and solution modeling
Requirements
What you’ll need- 12+ years of technical pre-sales engineering experience in enterprise software, cybersecurity, cloud architecture, or networking infrastructure
- 5+ years in a formal leadership capacity, including managing managers or leading large, distributed field engineering organizations with $100M+ ARR scope
- Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies into daily workflows
- Proven experience partnering with Senior Sales Leadership on quota attainment, capacity forecasting, and complex MEDDPICC-governed sales motions
- Deep knowledge of Zero Trust principles, SASE/SSE architectures, cloud security, and enterprise networking
- Prior experience establishing or overhauling POV governance frameworks, reducing evaluation cycle times, and improving technical win rates
- Strong AI fluency using coding assistants, LLMs, and Generative AI tools for troubleshooting, solution design, automation, and customer problem-solving
- Direct experience engaging with Fortune 500 / Global 2000 C-level security and IT executives
- Track record incorporating modern AI-assisted engineering tools and automation into pre-sales workflows
- Bachelor's or Master's degree in Computer Science, Engineering, Information Systems, or equivalent enterprise experience (preferred)
Benefits
Comp & perks- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks
- Hybrid working model