About the Role
Glean is looking for a talented Solutions Engineering Manager (SEM) to join our dynamic APAC team. As an SEM, you will be responsible for leading a team of solutions engineers (SEs) to ensure both prospects and Glean customers receive top-notch technical guidance and value. The Bangalore Solution Engineering Manager will be responsible for driving and improving pre-sales engagements, such as, technical discovery, custom product demonstrations, use case workshops, and pilots. Additionally, the SEM will be responsible for driving and improving customer adoption, growth, and business value of Glean’s transformational Work AI platform.
You will
- Develop and lead a high-performing team of solutions engineers, providing mentorship, guidance, coaching, and ongoing support.
- Establish and maintain your role as a territory / segment’s primary technical advisor; think of yourself as the CTO of every customer relationship.
- Work with your team of SEs as well as prospects and customers to connect to new data sources including custom integrations.
- Leverage top sales methodologies and frameworks, like Command of the Message and MEDDPICC, to lead technical discovery and improve scoping, deal inspection, and technical and business value delivery.
- Identify opportunities for expansion of Glean within customer install bases.
- Collaborate cross-functionally (including, sales and services) to ensure priorities and expectations between Glean and the customer are aligned and executed.
- Help troubleshoot, prioritize, and escalate issues for assigned customers, ensuring customer satisfaction and retention.
- Partner cross-functionally with Product Management, Engineering, and Customer Support to drive customer satisfaction, and be the voice of the field to prioritize product enhancements.
- Be an active member of the Glean customer technical community helping to drive industry recognition and best practices.
About You
- Pre or post-sales solution consultant experience in a rapidly growing software company.
- Proven experience in people leadership, talent development, and performance management.
- 5-7 years of SE experience: Managers typically have a proven track record of success in sales engineering, with experience working on complex deals and collaborating with cross-functional teams.
- API and integration experience in a hybrid or SaaS environment.
- Deep understanding of cloud architecture, security, and networking, including cloud and on-premise.
- Deep understanding of integration architecture, including API expertise.
- Hands-on experience with cloud technologies, particularly Google Cloud Platform (GCP), Amazon Web Services (AWS), or Microsoft Azure.
- Cloud security, information security, and audit experience to represent technical and audit frameworks with customer stakeholders and executives.
- Strong Technical Background: SEM must have a strong understanding of the company's products and services, as well as the technical skills to provide guidance and coaching to SEs and customers.
- Project Management Skills: Managers must be able to balance multiple priorities and projects simultaneously, prioritize tasks, and allocate resources effectively.
- Presentation and Communication skills: SEMs must be able to communicate technical information to non-technical stakeholders, both internally and externally.
- Interpersonal Skills:
- Excellent active listening, communication, and professional presentation skills.
- High emotional intelligence.
- Project planning and execution capabilities.
- Proactive and self-motivated.
- Highly organized and detail-oriented.
- Startup DNA + Do Whatever It Takes (DWIT).
- Data-driven mindset for assessing success and identifying opportunities for improvement.
Location
This role is hybrid (4 days a week in our Bangalore office)