Manager, Sales Engineering
CrowdStrike · Sydney, Australia · 1mo ago
As a global leader in cybersecurity, CrowdStrike protects the people, processes and technologies that drive modern organizations. Since 2011, our mission hasn’t changed — we’re here to stop breaches, and we’ve redefined modern security with the world’s most advanced AI-native platform. We work on large scale distributed systems, processing almost 3 trillion events per day and this traffic is growing daily. Our customers span all industries, and they count on CrowdStrike to keep their businesses running, their communities safe and their lives moving forward. We're proud to work for a mission-driven company leveraging AI to transform the way we work. CrowdStrikers drive their careers through flexibility and autonomy while also being expected to contribute to a culture of responsible AI adoption, experimentation, and innovation. We use an AI-first mindset as a force multiplier to proactively and continuously accelerate execution, build expertise, uncover insights, and solve complex problems. We’re always looking to add talented CrowdStrikers to the team who have limitless passion, a relentless focus on innovation and a fanatical commitment to our customers, our community and each other. Ready to join a mission that matters? The future of cybersecurity starts with you.
About the Role:
This is a technical sales leadership role. You will lead the Enterprise Sales Engineering team, own the technical sales strategy across your territory, and coordinate every technical resource CrowdStrike can bring to bear in support of a customer.
You are the technical counterpart to the Regional Sales Director. Together you own the territory. Your team runs the technical campaign that earns the technical win; you make sure it is qualified, resourced, inspected and closed out with evidence.
Approximately a quarter of the role is outward facing. You will present at industry and customer events, chair executive round tables, publish point of view and technical content, and shape how the market thinks about modern security. We are looking for a leader who can hold a room of CISOs, then go back and build the team that wins the work.
This is a hybrid position open to candidates in Sydney or Canberra.
What You'll Do:
Lead the technical sales campaign
Own the technical sales strategy for the territory, and own the technical narrative in forecast calls, deal reviews and business reviews.
Qualify technical evaluations before they start. Approve the value hypothesis, success criteria and evaluation plan, then inspect progress against them on a regular cadence.
Govern evaluation quality end to end, from scoping and differentiation through to the wrap-up report, evidence of proof against each success criterion, and sign-off of the technical win.
Maintain the currency and accuracy of technical qualification and opportunity records so the business can forecast with confidence.
Bring leadership analysis and recommended action on pipeline health, technical risk, competitive position and capability gaps.
Coordinate technical resources in support of the customer
Act as the single point of coordination for technical engagement supporting a customer to ensure a consistent experience: sales engineers, product and solution specialists, threat intelligence, professional services, support, and partner technical teams.
Broker product management and engineering engagement to remove technical blockers, escalating early and with a recommended path rather than a problem alone.
Review team capacity and priorities continuously, delegate deliberately, and raise resourcing or capability risk before it affects the business.
Enable partners and distributors to run technical evaluations and represent the platform credibly to their own customers.
Lead and develop the team
Provide operational line management for the team, including performance management, reviews, career development, and the appropriate conversations that go with them.
Coach. Run development-focused one-to-ones with a written plan and visible follow-up to support your people achieving their maximum potential.
Create growth deliberately. Delegate high-visibility work, allocate stretch assignments, and position your people for executive and customer exposure.
Proactively build enablement for new and acquired capability, and ensure the team and their sales counterparts can position, demonstrate and support the platform with confidence.
Serve customers and the market
Lead senior technical engagements personally, as meeting owner or as the technical leader in the room, and maintain in-person presence with customers and teams across the territory.
Bring industry and market segment insight that informs and influences a customer's security strategy, not product capability alone.
Represent CrowdStrike publicly. Present at industry and customer events, chair and contribute to executive round tables, author point of view papers and technical content, and support analyst, partner and media engagement as required.
Monitor and assess the competitive and market situation in the region, and feed it back into technical strategy, differentiation and team enablement.
Partner with sales
Establish and maintain a weekly operating cadence with your sales counterpart covering territory strategy, pipeline, technical risk, priorities and agreed actions.
Prepare jointly for customer and internal business reviews and own the technical elements end to end.
Work with sales leadership to achieve and exceed assigned territory targets.
Provide leadership with clarity and certainty on the technical position of the business.
What You'll Need:
Essential
Proven people leadership within a technical sales or pre-sales function, including leading distributed teams.
Deep pre-sales experience and strong cybersecurity domain knowledge spanning endpoint, identity, cloud and modern security operations.
A track record of leading complex enterprise technical evaluations through to a technical win, and of holding scope and quality under pressure.
Credibility across altitudes. Able to hold a technical discussion with an architect and a business discussion with a CISO or CIO in the same meeting.
Demonstrated public presence, such as conference presentations, executive round tables, published papers or equivalent market-facing work.
Excellent written communication, including the ability to author customer-facing and market-facing material to a publishable standard.
Structured and disciplined execution. Sets and manages expectations with senior stakeholders, and completes what is agreed by the date agreed.
Experience working with channel partners and distributors.
Willingness to travel across the territory to customers and teams.
Proven experience utilizing AI technologies to enhance decision-making, streamline workflows and processes, improve efficiency and drive business outcomes.
Advantageous
Prior operator-side experience within a security or technology function.
Familiarity with adversary tradecraft, common malware families, and detection and evasion techniques.
Experience applying a structured enterprise qualification methodology.
Formal qualifications through Tertiary education and security certifications such as CISSP, CISM, GIAC, Security+ or CEH.
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Benefits of Working at CrowdStrike:
- Market leader in compensation and equity awards
- Comprehensive physical and mental wellness programs
- Competitive vacation and holidays for recharge
- Paid parental and adoption leaves
- Professional development opportunities for all employees regardless of level or role
- Employee Networks, geographic neighborhood groups, and volunteer opportunities to build connections
- Vibrant office culture with world class amenities
- Great Place to Work Certified™ across the globe
CrowdStrike is proud to be an equal opportunity employer. We are committed to fostering a culture of belonging where everyone is valued for who they are and empowered to succeed. We support veterans and individuals with disabilities through our affirmative action program.
CrowdStrike is committed to providing equal employment opportunity for all employees and applicants for employment. The Company does not discriminate in employment opportunities or practices on the basis of race, color, creed, ethnicity, religion, sex (including pregnancy or pregnancy-related medical conditions), sexual orientation, gender identity, marital or family status, veteran status, age, national origin, ancestry, physical disability (including HIV and AIDS), mental disability, medical condition, genetic information, membership or activity in a local human rights commission, status with regard to public assistance, or any other characteristic protected by law. We base all employment decisions--including recruitment, selection, training, compensation, benefits, discipline, promotions, transfers, lay-offs, return from lay-off, terminations and social/recreational programs--on valid job requirements.
If you need assistance accessing or reviewing the information on this website or need help submitting an application for employment or requesting an accommodation, please contact us at recruiting@crowdstrike.com for further assistance.