• EMEAA Director, Systems Engineering

    Job Location UK
    ID
    2018-2511
    Category
    Sales
    Type
    Regular Full-Time
  • Job Summary

    The Aerohive Networks Director of Systems Engineering for EMEAA provides oversight to the Aerohive Systems Engineers across the Europe, Middle East, Africa and Australasia sales regions, to ensure a consistency of approach and the effective coordination and collaboration of the SE team, with the Aerohive sales team and across Aerohive’s Distributor and Reseller channel partner base.

    In addition to leadership responsibilities across the SE team, the Director is expected to possess significant technical experience and be capable of individual technical contribution in support of specific sales opportunities.

    The Director, Systems Engineering is also the primary point of liaison between the SE team and the Product Line Management (PLM) and Engineering teams, responsible for disseminating the technical vision, whilst providing consolidated feedback from the field and discussing feature requests.  The Director is expected to communicate relevant information in a timely manner and facilitate key partnerships between the customer and internal organizations.

    The role reports directly to the Vice President, Sales, EMEAA.

    Responsibilities

    • Work with VP to ensure optimal SE organizational alignment to regional sales objectives and plans
    • Persistent and diligent follow through on cross functional SE related initiatives which drive sales success;
    • Lead and advocate for the EMEAA SE organization, ensuring high levels of motivation and team effectiveness;
    • Advise VP on requirements and assist with hiring, defining/iterating training curricula and ongoing development of Systems Engineers within budgets;
    • Set the leadership example for the EMEAA System Engineering team, communicating the technical strategy, identifying and managing key transitions and building capability/resilience into SE team;
    • Establish and execute lightweight processes to drive efficiency and effectiveness across SE team;
    • Hold regular SE meetings and review weekly activity reports and build solid and effective working relationships across cultures, languages and time-zones;
    • Deliver direct support to SE teams in complex or challenging customer situations;
    • Provide an escalation point for major pre-sales technical issues;
    • As necessary liaise on post-sales technical issues;
    • Foster channel partner relationships and assure knowledge transfer and overall collaboration between SE’s and channel partner technical teams;
    • Build and maintain relationships with key customers to solidify reference accounts and to assist the account teams in defining plans to drive more business;
    • Deliver consolidated weekly reporting on SE activities, highlighting principal customer opportunities/risks, product enhancement requests, customer satisfaction challenges and overall team engagement;
    • Interact with Product Management to provide field-based feedback, help prioritize feature requests and disseminate critical information to sales leadership and SE’s;
    • Provide feedback to Aerohive Marketing to iterate and refine marketing collateral and messaging;
    • Define and drive specific cultures to attract and retain the best SE talent in the industry.
    • Coach and mentor SE’s to aid their personal development and career
    • In supporting VP, Sales, EMEAA establish working relationships with Sales (RSD, RSM/ISR, CDM) and extended team including Marketing, Client Services, Sales Operations, Finance, etc. in day-to-day execution and running the business;
    • Actively participate in EMEAA and Regional Quarterly Business Review meetings;
    • Be the liaison/ambassador for EMEAA between the EMEAA SE team and various HQ departments including PLM/Engineering;
    • Attend meetings and training in HQ as required;
    • Set the leadership example for the EMEAA System Engineering team, communicating the technical strategy, identifying and managing key transitions and building capability/resilience into SE team;
    • Establish and execute lightweight processes to drive efficiency and effectiveness across SE team;
    • Hold regular SE meetings and review weekly activity reports and build solid and effective working relationships across cultures, languages and time-zones;

    Qualifications

    • Degree level education and/or professional qualification and/or equivalent work experience
    • Established track record of working within a successful sales team
    • Management experience of technical teams
    • Thorough knowledge of SE involvement in partner/end-user interactions at all stages within the sales process
    • Demonstrable technical skills relating to WiFi and Switching and knowledge of competitive products
    • Clear understanding of Cloud and SaaS models
    • Wider technical experience of networking and security products and industry trends in particular Network Access Control, Authentication, Microsoft AD, IOT, Firewalling, etc.
    • Thorough knowledge of new product introduction and life cycle processes
    • Be presentable and articulate with excellent communication and public presentation skills
    • Able to work staggered hours. The geographic spread of this role covers multiple worldwide time-zones (USA, Europe, Middle East, Africa, Australia and New Zealand) so flexibility to participate in early morning and late evening calls is needed.
    • Willing and able to travel to the US Corporate Headquarters in Milpitas, CA, USA at least once a quarter.
    • Willing and able to travel inside the EMEAA region when business needs require it.
    • 'Whatever it takes' attitude coupled with a team spirit

    About the Company

    Aerohive (NYSE: HIVE) enables our customers to simply and confidently connect to the information, applications, and insights they need to thrive. Our simple, scalable, and secure platform delivers mobility without limitations. For our customers worldwide, every access point is a starting point. Aerohive was founded in 2006 and is headquartered in Sunnyvale, CA. For more information, please visit www.aerohive.com, call us at 408-510-6100, follow us on Twitter @Aerohive, subscribe to our blogjoin our community or become a fan on our Facebook pageTo apply for a position, visit our Careers page at www.aerohive.com/company/careers.

     

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