Sr Sales Engineer Enablement Manager

## About the Position The Sr. SE Enablement Manager is a high-impact, strategic role bridging complex product engineering and world-class field execution. You aren't just a trainer—you are a Solution Designer, Technical Storyteller, and Field Strategist, responsible for building the technical frameworks, POV methodologies, and architectural blueprints that allow our SE teams to scale and win. This role is measured by field results, not content output. ## Responsibilities ### Measured Success This role is anchored to field outcomes. The ideal candidate will be held accountable to: - 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 Impact & Deal Execution - 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. ### Ecosystem Enablement - 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. ## Job Requirements - 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. ## Desired Skills & Experience - 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.