企业销售工程经理 - 公共部门/东南部
Manager, Enterprise Sales Engineering - Public Sector/Southeast
Chainguard 是开源领域的可信来源。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 帮助组织更快地进行构建，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 在内的领先投资机构的支持。
你将负责：
- 与区域销售领导合作，帮助客户评估并证明我们解决方案的价值，制定并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 的企业业务及其增长
- 设定绩效目标并定期进行绩效评估
- 与销售团队合作，识别企业客户的需求，并在销售过程中提供技术专长
- 跟踪与企业领域相关的行业趋势、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
- 协助创建技术销售材料，包括演示文稿、数据表和白皮书，与企业实践相关
- 跟踪并报告关键绩效指标，包括技术胜利/失败、POV 时间到成交、ARR
- 识别员工改进的领域，并根据需要实施纠正措施
- 监控费用并确保遵守预算限制
我们寻找的人选：
- 至少 4 年以上在企业客户领域担任销售工程领导的经验
- 至少 8 年以上在企业客户领域担任销售工程师的经验
- 容器技术（Kubernetes、Serverless、Docker）
- 云技术（AWS、Azure、Google 等）
- 云安全或容器安全
- 熟悉 MEDDPICC 或 Command of the Message 销售框架
- 聪明且充满热情的人，能够坚持不懈地取得成功
- 能够作为值得信赖的顾问，与客户建立信任的人
- 具有强烈团队精神，致力于团队成功
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 regional Sales Leadership to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans
- Lead and manage a team of sales engineers, providing guidance, mentorship, and professional development opportunities.
- Hiring/Staffing of Sales Engineers to support Chainguard’s Enterprise business and its growth
- Set performance goals and conduct regular performance evaluations:
- Collaborate with the sales team to identify Enterprise customer requirements and provide technical expertise during the sales process.
- Stay current with industry trends, competitive products, and emerging technologies relevant to the Enterprise sector.
- Provide feedback to product management on customer requirements and market demands
- Assist in the creation of technical sales collateral, including presentations, datasheets, and whitepapers pertinent to the Enterprise practice
- 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 4+ years experience in a Sales Engineering Leadership supporting clients in the Enterprise accounts space
- Minimum of 8+ years experience as a Sales Engineer supporting clients in the Enterprise accounts space
- Container technologies (Kubernetes, Serverless, Docker)
- Cloud technology (AWS, Azure, Google, etc.)
- Cloud security or containers security
- 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.
- Located in the United States & reside in DC or Southeast region.
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.
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