Sr Manager, Enterprise Solutions Engineering

As a Senior Manager, Enterprise Solutions Engineering at SmartBear, you will oversee a team of solutions engineers dedicated to enterprise clients while driving alignment with our revenue retention strategy. Your responsibilities include being a technical expert, collaborating with sales and success teams, addressing technical challenges with tailored solutions, conducting impactful demos, and strategizing success with sales reps. You will also engage with senior leaders and manage crucial technical aspects of the sales process.

To apply for the Senior Manager, Enterprise Solutions Engineering role at SmartBear, you should have a technical degree or related field and 3-5 years of experience leading Solution Engineering teams. Familiarity with large enterprise accounts and the ability to support team growth through recruitment and mentoring are critical. Additionally, experience with software development, integration, and cloud-based tools will be advantageous.

SmartBear is committed to employee growth and success, particularly in the Senior Manager, Enterprise Solutions Engineering position. We offer extensive training resources, opportunities for mentorship, and an innovative culture that encourages collaboration. You will have access to tools that help you grow your expertise and lead your team effectively, ensuring you stay at the forefront of industry advancements.

The team culture at SmartBear for the Senior Manager, Enterprise Solutions Engineering is collaborative, dynamic, and entrepreneurial. We value diverse perspectives, celebrate individual contributions, and support each other in creating impactful solutions for our clients. You'll thrive here if you enjoy working in an inclusive environment that prioritizes quality and innovation.

In the Senior Manager, Enterprise Solutions Engineering role at SmartBear, travel is limited to about 10% of the time. This includes representing our solutions at industry events and trade shows, allowing you to engage with the community and showcase how SmartBear’s products impact software quality and performance.

When leading a team of solutions engineers, I focus on fostering a collaborative and growth-oriented environment. I encourage open communication, support ongoing learning, and prioritize mentorship. This approach not only cultivates individual skill development but also strengthens team cohesion, allowing us to tackle complex client needs effectively.

Handling customer objections requires active listening and an empathetic approach. I engage with customers to understand their concerns and then provide tailored solutions that emphasize the value of our products. My goal is to turn objections into opportunities for dialogue, demonstrating how SmartBear solutions align with their specific business outcomes.

In my product demonstrations, I emphasize storytelling and real-world applications. I tailor each demo to address specific customer pain points, showcasing how our solutions can solve their challenges. Using data and case studies, I show the tangible benefits of SmartBear’s products, ultimately making the demo relevant and impactful.

In my previous role, I developed a comprehensive account strategy for a major enterprise client by conducting a detailed needs assessment and mapping our solutions to their goals. By involving cross-functional teams and maintaining regular communication with key stakeholders, we achieved significant customer satisfaction and retention while exceeding sales targets.

I have extensive experience managing technical aspects of the sales process, including RFPs. I prioritize aligning our technical capabilities with client requirements, gathering necessary documentation, and coordinating with sales and product teams to ensure compliance. This meticulous approach helps us present compelling submissions that resonate with prospective clients.

I prioritize tasks and initiatives by first aligning them with our strategic goals. I encourage team collaboration to identify the most pressing needs, allowing us to focus our efforts on key projects. Regular reviews and updates help keep the team on track and accountable, ensuring we meet our objectives efficiently.

I stay updated on industry trends and emerging technologies through continuous learning. I attend webinars, industry conferences, and engage in professional networks to gain insights. Additionally, I read relevant publications and follow thought leaders in the software engineering field to ensure my knowledge is current and applicable to our strategies.

Communication is crucial in a solutions engineering team. It fosters collaboration, clarifies expectations, and ensures alignment on objectives. I emphasize transparency in communication, encouraging team members to voice ideas and challenges. This openness not only enhances teamwork but also drives innovation in problem-solving.

In the past, we faced a complex integration issue with a major client involving multiple legacy systems. I led a dedicated task force to analyze the problem, collaborating with both technologists and customer stakeholders. We devised a phased integration plan that minimized disruptions, resulting in a successful project rollout and high client satisfaction.

Key performance indicators for success in the Senior Manager, Enterprise Solutions Engineering role include customer satisfaction scores, the number of successful POCs, retention rates, and team performance metrics. I also assess individual contributions through feedback and ongoing development, ensuring alignment with our strategic objectives.