Sr. Manager, Sales Engineering

The Sr. Manager of Sales Engineering at Pendo is primarily responsible for hiring and developing a high-performing team of sales engineers. This role focuses on ensuring successful collaboration with sales leaders and teams, participating in deal discussions, mentoring team members, and monitoring performance indicators to drive growth and strategy execution. By fostering a supportive environment, you’ll help your team excel in their roles and overcome challenges.

To qualify for the Sr. Manager of Sales Engineering role at Pendo, candidates should have at least 5 years of experience in sales engineering and a minimum of 3 years of experience managing similar teams. Experience in selling to large enterprise customers, a track record of success as an individual contributor, and familiarity with methodologies such as MEDDICC are also important qualifications to ensure effective leadership.

The Sr. Manager of Sales Engineering contributes to team performance by assessing individual skills, providing mentorship, and driving standards of excellence in execution. By actively participating in deal assessments and coaching, you can identify areas for improvement and support your team's professional growth, thus enhancing overall efficiency and productivity.

At Pendo, you can expect a passionate and dynamic company culture that values diversity and collaboration. We believe that bringing together team members from varied backgrounds and experiences leads to innovative solutions. You'll be part of a fun, engaging environment where every individual contributes to improving software experiences for society while enjoying a supportive workplace.

The expected salary range for the Sr. Manager of Sales Engineering position at Pendo is USD $205,000 - USD $250,000 OTE, reflecting the competitive compensation we offer in relation to our industry. Compensation decisions are made based on factors like experience level and qualifications, ensuring equitable pay among peers within the company structure.

When hiring for the Sr. Manager of Sales Engineering role, I would focus on finding candidates who not only have the right technical skills but also align with Pendo's collaborative culture. My onboarding process would include effective training programs, mentorship opportunities, and regular check-ins to ensure they feel integrated into the team and understand their role in our shared goals.

In addressing complex problems, I would highlight a particular situation where I facilitated open communication between the sales and engineering teams. In this scenario, I utilized technical insights and strategic problem-solving skills to bridge gaps in understanding, leading to a successful outcome that met both client expectations and internal objectives.

To enhance team performance as a Sr. Manager of Sales Engineering, I would implement a strategy based on clear performance metrics, regular feedback sessions, and encouraging continuous professional development through workshops and peer learning. Recognizing individual contributions is also crucial to fostering motivation and a sense of accountability within the team.

Ensuring alignment between sales and sales engineering teams can be achieved through regular joint meetings, shared goals, and collaborative strategies. I would advocate for open lines of communication where both teams can share insights, challenges, and successes, creating a partnership that drives greater results.

I have extensive experience working with MEDDICC, using this methodology to drive sales efficiency in my previous roles. I would emphasize its importance in qualifying deals, understanding customer needs, and maintaining a structured approach to sales strategy discussions, enhancing our overall effectiveness.

Measuring the success of my sales engineering team involves analyzing individual and collective performance against defined KPIs, tracking project outcomes, and monitoring client satisfaction. Regular performance reviews and feedback loops will be critical for identifying both strengths and areas for improvement.

A great sales engineer should possess strong technical acumen, excellent communication skills, and a keen understanding of customer needs. Empathy, adaptability, and problem-solving abilities are also crucial, as they allow the sales engineer to effectively connect with clients while delivering tailored solutions.

Handling underperforming team members requires a balanced approach of understanding and accountability. I would engage in one-on-one discussions to identify challenges they're facing and collaboratively create an improvement plan, offering support and resources as needed while setting clear performance expectations.

Mentorship is vital in a sales engineering team as it fosters a culture of learning and growth. By empowering team members with guidance and support, we can enhance individual skill sets, build team cohesion, and create a collaborative environment where everyone feels valued.

I am drawn to Pendo because of its innovative approach to improving software experiences and its commitment to a diverse and dynamic culture. I believe my background in sales engineering, coupled with my passion for mentorship and team development, aligns perfectly with Pendo’s mission and values.