Note: The job is a remote job and is open to candidates in USA. Netskope is a leading cloud security company redefining Cloud, Network, and Data Security. The Sr. Sales Engineer Enablement Manager will play a strategic role in bridging product engineering and field execution, focusing on building technical frameworks and methodologies to enhance the effectiveness of the sales engineering teams.
Responsibilities
- Win Rate Improvement: Measurable improvement in enterprise and strategic deal win rates
- POV Velocity: Decreased SE time-to-POV through standardized, battle-tested methodologies
- SE Ramp Time: Reduced onboarding time for new hires and for new products introduced to market
- Field Conversion Metrics: Improved deal-stage conversion from technical qualification through to close
- Field Immersion: Embed in active, high-stakes deals to diagnose and fix broken execution patterns in real time—not from the sidelines
- Player-Coach: Provide hands-on architectural oversight in complex enterprise deals, helping SEs navigate difficult technical and political environments
- Objection Handling at Scale: Equip SEs with proven frameworks to handle live customer pushback—from technical objections to competitive attacks—so no deal is lost to an unhandled objection
- Business Pain to Business Outcomes: Train SEs to translate technical pain into measurable business outcomes using value-selling frameworks such as the 'three whys,' ensuring every POV is grounded in business impact
- Competitive Technical Strategy: Build and refine competitive displacement playbooks so SEs win head-to-head evaluations against entrenched incumbents
- Field-Proven Execution Patterns: Translate product capabilities into repeatable, scalable win patterns—moving from one-off heroics to methods the entire SE org can execute
- SE Accreditation & Channel Enablement: Design, build, and maintain the internal SE Accreditation Program and mandatory certification paths for Channel Partners to ensure world-class technical rigor across the ecosystem
- SE Fast Start & Practice Model: Architect the SE Fast Start onboarding program and the SE Pool/Practice Model—including practice POVs and check-and-balance protocols—to accelerate field readiness and cut ramp time
- Global SE Summit: Deliver a virtual summit with hands-on labs for technical depth and cross-regional alignment
- Thought Leadership: Represent Netskope at industry conferences, webinars, and Executive Briefing Centers (EBCs)
- Customer Success Synergy: Partner with Post-Sales teams to capture customer spotlights and ensure post-sale value informs pre-sales strategy
Skills
- Experience: 10+ years in Technical Sales, Solutions Architecture, or Technical Enablement within SaaS, Networking, or Cybersecurity—with a track record of influencing deal outcomes in the field, not just building content
- Field Credibility: Real scars from the field: must have operated as a trusted technical advisor in complex, competitive enterprise sales environments
- The Architect Mindset: Proven ability to build reusable technical frameworks and standardized playbooks that scale globally
- Value-Selling Fluency: Deep familiarity with value-selling frameworks (e.g., the three whys, MEDDIC) and the ability to coach SEs to connect capabilities to C-level business outcomes
- Competitive & Displacement Expertise: Demonstrated experience building displacement strategies and coaching teams to win in head-to-head technical evaluations
- Modern Infrastructure Knowledge: Broad understanding of Cloud-First Architectures (SASE, ZTNA, Edge Computing), Security & Identity Principles, and Cloud Ecosystems (AWS, Azure, GCP)
- Communication: Exceptional ability to distill complex technology for audiences ranging from infrastructure architects to the CISO
- AI Champion: Forward-thinking use of AI to drive field productivity and enhance the customer-facing technical journey
- Transformation Experience: Track record leading Legacy-to-Cloud security or infrastructure transformations for mid-to-large enterprises
- Methodology: Familiarity with Agile, Scrum, PMP, or similar frameworks for managing global program rollouts
- Certifications: CISSP, CCSP, CCSK, or equivalent cloud/security certifications a plus
- Education: Bachelor's degree in Computer Science, Information Technology, Business, or a related field preferred
Benefits
- Participation in a bonus plan (for non-sales roles)
- A stock award program
- A comprehensive health plan
Company Overview
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