VP Sales Engineering EMEA Region

About Us The unicorn company Arctic Wolf was founded in the USA in 2012 and is a leader in security operations in an exciting and fast-growing industry - cybersecurity. Our commitment to customer and employee satisfaction, combined with a stable track record characterised by doubling our sales and employee numbers for five consecutive years, have made us an industry leader. In April 2021, we decided to expand globally with the goal of providing companies worldwide with first-class protection. Arctic Wolf is therefore a global leader in security operations, delivering the first cloud-native security operations platform to end cyber risk. Powered by threat telemetry spanning endpoint, network, and cloud sources, the Arctic Wolf® Security Operations Cloud ingests and analyses trillions of security events each week to enable critical outcomes for most security use cases. The Arctic Wolf® Platform delivers automated threat detection and response at scale and empowers organisations of any size to stand up world-class security operations with the push of a button.

Our mission is simple! End Cyber Risk!

Position Overview and Objective

The Vice President of a Sales Engineering team is critical to the success of the team/company and provides leadership to the team via player-coaching and leading by example.  The candidate possesses a strong technical aptitude and has experience running technical sales campaigns within networking, security, infrastructure, SaaS, or governance risk and compliance industries.  The candidate also has experience leading other leaders and is familiar with running a large Sales Engineering team which is geographically dispersed across a variety of countries. This person is a seasoned, functional leader of leaders to regional and district leadership, and is focused on strong technical accountability for short-term results while strategically planning for the future of the team and business.

Primary Responsibilities and Duties

Recruit, hire, lead, develop, and retain a high-performance Sales Engineering team to help support our Sales business

Build relationships and collaborate across Sales, Architects, Sales Ops, Marketing, Product Management and R&D teams to ensure organisational agility while leading your team(s).

Engage in and help build and/or maintain prospect/partner technical and/or executive relationships which help accelerate AW brand awareness and business closure

Monitor, review and coach SE’s to enhance their objection handling, demonstrations, and overall ability to architect and scope AW solutions to solve customer problems. Develops sales engineers according to demands of AW business and professional goals.

Acts as district escalation point for technical sales campaigns.  Must understand and have working knowledge of AW platform and business process relevant to deal structure.

Is an excellent public speaker capable of presenting AW solutions and business value story to large groups; inclusive of partner and industry events.

Is regularly aligned with regional business via strategic regional deal focus, partner strategy and actively leading and/or participating in Quarterly Business Reviews within Districts.

Is responsible for an entire acquisition division of the sales engineering organisation. This includes the region and districts of the given geography.

Key Skills

Ability to articulate the business application/value of the Arctic Wolf technology to all audiences, ranging from technical to executive-level decision makers

Excellent written, verbal, presentation, time management, and attention to detail

Demonstrates and leads with strong emotional intelligence in all situations.  Ability to manage fluid change and prioritises work as such.  Must thrive in a dynamic work environment.

Is seen, and performs as, player-coach with respect to Manager/individual contributor. Is willing to mentor; as well as be mentored. Is inspiring and motivational

Practitioner, consultative or Pre-Sales experience in technical domains such as: Networking, Security and Server infrastructures, Identity Management, Cloud Services, Governance, Risk and Compliance

Ability to publicly speak on behalf of Arctic Wolf in larger forums like trade shows, webinars, channel enablement sessions.

Has demonstrated ability to make tough decisions quickly with nimbleness to course correct when required.

Through experience and intuition, has ability to anticipate the needs of the team and business with strong problem solving skills.

Key Competencies

Hiring and Staffing

Communication

Emotional Intelligence

Problem Solving

Conflict Management

Drive For Results

Compassion and Empathy

Organisational Agility

Delegation

Minimum Qualifications

Minimum 2 years experience of second line sales engineering leadership within networking, security, infrastructure, SaaS, or governance risk and compliance industries.

Minimum 3 years experience in Front Line leadership role, preferably pre-sales engineering team.

Minimum 7 years experience leading teams in customer facing roles, with focus on cloud, networking, security, identity mgmt, governance, risk and compliance industries.

Proven track record of exceeding revenue goals at 1st line and 2nd line leadership positions

Preferred Qualifications

4+ years experience in building or leading pre-sales teams in a fast-paced, exponential revenue growth, technology organisation

4+ years experience of coaching, mentoring, and managing a team of senior level professionals and/or first line leaders with a proven record of revenue and team success.

5+ years of experience in direct quota carrying Pre-Sales Leadership Role

Individual contributor or leadership experience in Large Enterprise business segment.

Bachelor’s degree or equivalent work experience

Why Arctic Wolf?

At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally.  We offer all wolves a compelling compensation and benefits packages, including 28 days per year annual leave, 8 bank holidays, paid time off to volunteer together with a comprehensive private medical and life insurance, pension, and company equity shares. Also, we want to ensure all employees to have a good work-life balance offering a robust Employee Assistance Programme, professional career progression and so much more!

Come join the Pack during this exciting time of rapid growth where every employee makes a difference, and their contributions are recognised and rewarded.