Manager, Sales Engineering

Advantive • United States, United States • 1w ago

We are seeking a dynamic and experienced Sales Engineering Manager to lead a high-performing team of Sales Engineers supporting our cloud-based ERP, SPC, and B2B Commerce software solutions for the distribution industry. This leader will drive technical pre-sales strategy, ensure solution alignment to customer needs, and serve as a critical liaison between Sales, Product, and Professional Services teams.

You will manage a team of 5-8 Sales Engineers, working closely with Account Executives and Solution Consultants to deliver compelling product demonstrations, POCs, and technical guidance across the buyer journey. You will also help scale the team's effectiveness through strong leadership, coaching, and process development.

Key Responsibilities

Team Leadership & Development:

Lead, coach, and mentor a team of 5-8 Sales Engineers to achieve individual and team performance goals.

Foster a culture of curiosity, customer-centricity, and continuous improvement.

Conduct regular performance reviews and implement professional development plans.

Partner with HR and Sales Leadership to recruit, onboard, and retain top technical talent.

Pre-Sales Strategy & Execution:

Drive effective collaboration between Sales Engineers and Account Executives to support strategic deals and improve win rates.

Guide the team in developing customer-specific discovery, demos, solution designs, and proposals.

Participate in key client meetings and executive-level presentations.

Oversee the creation and maintenance of technical collateral, demo environments, and competitive playbooks.

Cross-Functional Collaboration:

Serve as the technical voice of the customer to influence product roadmap in alignment with real-world customer challenges.

Collaborate with Product Management, Marketing, Implementation, and Support teams to ensure cohesive messaging and solution delivery.

Lead internal enablement sessions on new features and industry trends.

Process Improvement & Reporting:

Establish and continuously improve Sales Engineering processes, tools, and KPIs.

Track team activity, engagement, and outcomes using CRM and pre-sales platforms.

Provide regular reporting and forecasting to Sales leadership on team performance and resource allocation.

Qualifications

Experience in Sales Engineering or Solutions Consulting within the SaaS space.

2+ years in a leadership or people management role, preferably in a high-growth environment.

Demonstrated success working with mid-market and enterprise customers.

Excellent communication and presentation skills, with the ability to simplify technical concepts.

Familiarity with tools such as Salesforce, Gong, or similar sales enablement platforms.

Bonus Qualifications

Experience onboarding and integrating team members from acquired companies, with sensitivity to cultural and operational alignment during post-acquisition transitions.

Knowledge in Distribution ERP, Manufacturing SPC, or B2B Commerce platforms.

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