销售工程经理（欧洲、中东和非洲区）
Manager, Sales Engineering (EMEA)
Chainguard 是开源领域的可信赖来源。通过提供经过强化、安全且适用于生产环境的开源软件构建，Chainguard 帮助组织加快构建速度，保持合规性并消除风险。
我们的客户包括财富 500 强企业和全球行业领导者，包括 Anduril、Canva、Fortinet、Hewlett Packard Enterprise、OpenAI、Snap Inc. 和 Snowflake。
Chainguard 获得了包括 Amplify、IVP、Kleiner Perkins、Lightspeed Venture Partners、Mantis VC、Redpoint Ventures、Sequoia Capital 和 Spark Capital 在内的顶级投资者的支持。
**你将负责：**
- 与我们的国际销售主管合作，帮助客户评估并证明我们解决方案的价值，为 EMEA 客户制定和执行技术销售策略和客户计划。
- 领导和管理销售工程师团队，提供指导、辅导和职业发展机会。
- 招聘/组建销售工程师团队，以支持 Chainguard 的 EMEA 业务及其增长。
- 设定绩效目标并定期进行绩效评估。
- 与销售团队协作，识别客户需求，并在销售过程中提供技术专业知识。
- 进行产品演示、技术演讲和概念验证测试，展示产品功能。
- 设计符合客户需求和要求的定制化解决方案。
- 编写技术方案，包括详细规格、架构图和实施方案。
- 与关键客户建立并维护牢固的关系，作为值得信赖的顾问。
- 提供持续的技术支持，并处理销售过程中及之后出现的任何问题或担忧。
- 跟踪与 EMEA 地区相关的行业趋势、竞争产品和新兴技术。
- 向产品管理团队反馈客户需求和市场要求。
- 与产品管理、工程和营销团队紧密合作，确保策略与产品能力一致。
- 制作并维护技术销售材料，包括针对 EMEA 业务的演示文稿、产品手册和白皮书。
- 跟踪并报告关键绩效指标，包括技术胜利/失败、POV 关闭时间、ARR。
- 识别员工改进的领域，并在需要时实施纠正措施。
- 监控支出并确保遵守预算限制
查看英文原文
Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.
Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.
Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.
**What you'll do:**
- Partner with our International Sales Leader to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for EMEA clients.
- Lead and manage a team of sales engineers, providing guidance, mentorship, and professional development opportunities.
- Hiring/Staffing of Sales Engineers to support Chainguard’s EMEA business and its growth
- Set performance goals and conduct regular performance evaluations:
- Collaborate with the sales team to identify customer requirements and provide technical expertise during the sales process.
- Conduct product demonstrations, technical presentations, and proof-of-concept trials to showcase product capabilities.
- Design customized solutions that meet customer needs and requirements.
- Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans.
- Build and maintain strong relationships with key customers, acting as a trusted advisor.
- Provide ongoing technical support and address any issues or concerns that arise during and after the sales process.
- Stay current with industry trends, competitive products, and emerging technologies relevant to the EMEA region.
- Provide feedback to product management on customer requirements and market demands
- Work closely with product management, engineering, and marketing teams to ensure alignment of strategies with product capabilities.
- Create and maintain technical sales collateral, including presentations, data sheets, and white papers pertinent to the EMEA business.
- Track and report on key performance metrics, including Tech Wins/Losses, POV Time to Close, ARR
- Identify areas for staff improvement and implement corrective actions as needed.
- Monitor expenses and ensure adherence to budgetary constraints
**What we're looking for:**
- Minimum of 5+ years experience in a Sales Engineering Leadership supporting clients in EMEA.
- Minimum of 4+ years experience as a Sales Engineer supporting clients in the EMEA
- Container technologies (Kubernetes, Serverless, Docker)
- Cloud technology (AWS, Azure, Google, etc.)
- Cloud security or containers security
- High-level Development languages (Java, JavaScript (Node), Python and scripting)
- Experience with MEDDPICC and or Command of the Message sales frameworks
- Smart and passionate people that can persevere to success.
- People acting as trusted advisors, able to build credibility with customers.
- Strong team players committed to help and mentor their peers.
#### About Us
We live and breathe our company values:
- We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.
- We have a bias for intentional action — We prioritize, plan, try things, and fail fast.
- We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.
- We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions.
A few of the benefits we offer:
- **Flexible & Remote-First Culture:** Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
- **Our Approach to Equity:** Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
- **100% Covered Health Insurance:** We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
- **∞ Flexible Time Off:** Take the time you need – to do our best work, we need to recharge and reset.
- **18 Weeks Paid Parental Leave:** We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.
If your experience is close but doesn't fulfill all requirements, please apply. We're building the best team in technology and are focused on hiring "Chainguardians" with unique backgrounds, perspectives, and experiences.
Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.
By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with [Chainguard's Global Candidate Privacy Notice](https://www.chainguard.dev/legal/candidate-privacy-notice).
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