Regional Director, Customer Engineering (Pre-Sales)

Sourcegraph

Customer Service & Support

IT & Telecoms Confidential
New
2 weeks ago

Job Summary

As the US Regional Director you will lead our exceptional high agency all-remote team of Customer Engineers (pre-sales) within our Technical Success organization. Our Customer Engineers lead the technical sale: they demonstrate product capabilities, qualify technical requirements and fit, guide trials, and support Sales in closing opportunities with prospective customers. This is the team that thrives on showing off the value from the nooks and crannies of our product, lives for giving our customers “aha” moments, and is the main technical point of contact our customers trust during the sales process. As a Regional Director, you will be responsible for leading our US-based pre-sales engineering team. As an integral part of the Technical Success Leadership Team, you will also lead multiple key initiatives that directly drive our company-wide goals and enable us to become the de facto code intelligence platform.

  • Minimum Qualification:MBA / MSc
  • Experience Level:Executive level
  • Experience Length:10 years

Job Description/Requirements

Responsibilities:

In this role, you will:

  1. Help manage and develop our team’s ability to lead successful product demonstrations through customer discovery
  2. Lead successful technical trials with enterprise customers as part of our overall sales process
  3. Influence customers towards best practice architecture decisions
  4. Refine and scale the core CE processes such as discovery, technical qualification, and trials
  5. Collaborate with a variety of internal functional areas to ensure solutions are implemented and supported in-line with client expectations and best practices
  6. Lead the growth of our Customer Engineering organization as we look to make Sourcegraph valuable and accessible to every company

Within one month you will...

  • Go through a multi-week onboarding process including training on our product, our value propositions, our customers, our team, and our processes.
  • Meet our existing pre-sales Customer Engineers and begin the process of forging a long standing partnership with each of them.
  • Learn about how we discover relevant use cases, map those to key product capabilities and demonstrate the value of Sourcegraph to customers.
  • Dive deep into our existing customer experience - processes, tools, and templates.
  • Meet other internal organization leads and begin establishing working relationships.

Within two months you will...

  • Take over direct front-line management of our existing team of Customer Engineers, which includes:
    • Doing a regular reviews of each CE’s book of business including technical wins they are managing
    • Making technical or strategic suggestions to unblock any issues for CEs and the customers they serve
    • Regularly providing feedback to the team to encourage personal and career development, and
    • Staying in lock-step with the Sales team to ensure consistent alignment along all customer touch points.
  • Based on your observations thus far, make recommendations to leadership for improvement or the stand up of new processes, tools, templates, etc.

Within three months & beyond you will...

  • Place your unique stamp on Sourcegraph by capturing and sharing the innovative approaches you and your team come up with and driving those through the rest of the organization.
  • Take ownership of and execute the processes that will enable us to innovate and scale the CE function at Sourcegraph.
  • Develop and grow the Customer Engineering team by cultivating a first class team, culture, process, and results. Results can be seen in Sourcegraph growth (revenue and adoption) and customer happiness.

About you 

You are an experienced and visionary people-driven pre-sales technical leader who has the skills to effectively drive progress toward our organization’s ambitious and technically challenging objectives. You are strongly aligned with our values, inspired by our mission to make it so that everyone can code, and motivated to do your best work at Sourcegraph. If you are passionate about enterprise technical sales, then this role might be a perfect mutual match.

Your skillset:

  • An excitement for our mission to make it so that everyone can code.
  • Direct experience having managed a pre-sales client facing team (eg, Sales Engineering, Solutions Engineering, etc) that works with a technical product and buyer.
  • A passion for driving your vision of success through strong communication skills and the ability to motivate and empower others.
  • Enthusiasm to help form the foundation of a new team and new strategy from scratch, and you enjoy working on challenging open-ended problems.
  • Ability to work core business hours for US Pacific Time (US West region) or US Eastern Time (US East region).

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