Senior Manager, Solutions Architects

Description

• Manage a team of system experts who represent the company and provide all pre-sales technical support and technical account management for their field account managers and Partners
• Lead a team that contributes to the design and integration architecture of Internet information services appliances including DNS, DHCP, Security, and Network Automation solutions
• Develop and help manage curriculum for the Systems Engineers to grow and develop
• Communicate with other members of the pre-sales/sales organization to develop training initiatives that will enhance the effectiveness of the sale
• Develop key relationships with enterprise customers and partners
• Assure technical competency and skillsets of the Solutions Architects on a regular basis
• Collaborate closely with internal sales, engineering, project management, product development, and operational groups to ensure the development of customer solutions
• Recruit, hire, and retain the right people to form a high-performing pre-sales Solutions Architect team
• Mentor, coach and develop the team; provide performance management, salary planning, and technical training
• Provide technical resources to optimize sales volume and ensure customers have the maximum opportunity for successful application through systems/applications engineering services

• 3+ years of managing Pre-Sales Solutions Architects working with Enterprise customers
• 8+ years of Pre-Sales Solutions Architecture experience working within the IT Datacenter Infrastructure Networking space
• Subject matter expertise on security and cybersecurity technologies for on-premises, cloud, and at the edge, as well as a deep understanding of the security vendor landscape, their offerings, and sales tactics
• Formal sales methodology experience (MEDDIC, Challenger, WS) to accelerate, grow, and minimize risk
• Ability to clearly articulate the benefits of the Infoblox product and service solutions portfolio to various client stakeholders
• Ability to collaborate and coordinate across stakeholders, both internal and external
• Fundamental understanding of networking, TCP/IP, DNS/DHCP, and security
• A good understanding of cloud networking and cybersecurity technologies, framework, compliance requirements, and risk management.  Ability to understand complex technical problems in the networking industry at a business level
• Preferred certifications – CISA, CISSP, ISO27001, CISM, CNE, ITIL, CSP, CCP
• Experience in leading teams that design target systems security architecture for cloud and hybrid environments

• Solid understanding of our portfolio of products and solutions
• Ability to articulate our competitive differentiation
• Have identified and established regular cadence calls with your team, key internal/external stakeholders, and Channel Partners
• Identify skill and resource gaps necessary to execute territory business plans
• Established a “partner” relationship with your sales peer

• Continuously assess team strength, gaps, and development areas 
• Develop career development plans for the team
• Ensure enablement activities are driving the desired results in the quality of designs, demo capabilities, objection handling, and increased pipeline
• Align team resources to the appropriate opportunities within the territory
• Obtain the necessary knowledge and experience to have a voice in shaping the evolution of the organization