Regional Manager, Enterprise Sales Engineering - Majors Accounts

As the Regional Manager, Enterprise Sales Engineering at Datadog, your key responsibilities include managing a team of Sales Engineers, collaborating with the Sales Team to effectively present our value proposition to customers, and ensuring customer success during the pre-sale phase. You will also play a crucial role in mentoring your team, making hiring decisions, and working closely with other departments to ensure continuity between pre and post-sales efforts, ultimately driving successful customer engagements.

Candidates for the Regional Manager, Enterprise Sales Engineering role at Datadog should have 1-3 years of experience in a Sales Engineering leadership position, along with at least 3 years in a client-facing role. A knack for mentoring and developing teams, strong communication skills, and knowledge of current infrastructure and monitoring solutions will be essential to navigate the challenges of this role successfully.

At Datadog, we highly prioritize professional development, offering extensive onboarding, continuous product training, and clear career pathing opportunities for the Regional Manager, Enterprise Sales Engineering role. You'll be supported by intra-departmental mentoring programs that connect you with other professionals in the organization, allowing for personal and professional growth as you navigate the evolving tech landscape.

Successful candidates for the Regional Manager, Enterprise Sales Engineering position at Datadog typically possess strong leadership qualities, a deep understanding of technical nuances, and excellent interpersonal communication skills. Adaptability and a drive for continuous improvement are crucial, ensuring that you can coach others effectively, handle ambiguous situations, and contribute positively to team dynamics.

Datadog fosters a vibrant company culture centered around collaboration, inclusion, and innovation. As a Regional Manager in Enterprise Sales Engineering, you'll benefit from a supportive environment where creativity is encouraged and relationships are built across teams. Our hybrid workplace model ensures that you can achieve a healthy work-life balance while engaging in meaningful professional relationships that enhance both personal and organizational growth.

When managing a Sales Engineering team, it's crucial to set clear expectations, foster open communication, and regularly provide constructive feedback. My approach includes individual development plans for each team member, aligning their goals with company objectives while also ensuring they have the training needed to excel. Encouraging a collaborative team environment allows us to tackle challenges together and celebrate our successes.

In preparing a technical presentation to a prospective client, I focus on understanding their specific needs and concerns first. Then, I tailor the presentation to address those points, showcasing how Datadog's solutions can provide tangible benefits. Engaging the audience with interactive demos and real-world applications of our solutions helps create a connection and demonstrates value effectively.

Hiring and developing Sales Engineers involves identifying candidates who not only possess the technical skills but also have the potential for growth. I prioritize cultural fit and a sense of curiosity in candidates. Once on board, I coach new hires through hands-on learning, shadowing opportunities, and regular check-ins to help them ramp up effectively and gain confidence in their roles.

In a previous role, we encountered a situation where a prospective client's requirements were largely misunderstood due to miscommunication within the team. I facilitated discussions to clarify expectations, realigned our approach, and worked directly with the client to demonstrate how our solutions could be adapted to fit their unique needs. This proactive engagement not only salvaged the opportunity but also built trust with the client.

Collaboration is vital for a Sales Engineering team’s success. By encouraging collaboration, team members can share insights, troubleshoot challenges together, and leverage each other's strengths. I promote cross-departmental collaboration, particularly with sales and product teams, to ensure a seamless handoff of information and strategy, ultimately enhancing our overall effectiveness.

To keep my team updated on industry trends and technologies, I organize regular training sessions, invite guest speakers from the tech field, and facilitate knowledge-sharing forums within the team. I also encourage participation in industry conferences and seminars to expose them to broader perspectives and innovations that can impact our strategies.

Success can be measured through several metrics such as conversion rates from leads to closed sales, customer satisfaction ratings, and team performance on technical evaluations. Additionally, I look at individual progress with their development plans and the overall synergy of the team in achieving shared goals, as these indicators provide a comprehensive view of our effectiveness.

When conflicts arise within my team, I prioritize addressing them head-on by creating a safe space for open dialogue. I encourage team members to share their perspectives respectfully and actively listen to one another. Together, we explore solutions and aim to foster an environment where conflict becomes a stepping stone to greater understanding and collaboration.

My approach to client feedback is to view it as a vital component of the sales process. I actively solicit feedback at every stage, adapting our presentations and solutions based on their insights. This responsiveness not only strengthens the relationship with potential clients but demonstrates our commitment to meeting their needs and exceeding their expectations.

Fostering innovation involves creating an open environment where team members feel comfortable sharing ideas and experimenting with new approaches. I support ongoing training and brainstorming sessions that encourage creative thinking. Additionally, I challenge my team to present innovative solutions to customer problems, helping them develop a mindset focused on continuous improvement.