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India Presales & Sales Engineering Director

Primary Location India, New Delhi Date posted 06/07/2021
Apply Now Job ID: JR0023829

Job Title:

India Presales & Sales Engineering Director

Role Overview:

As part of the ongoing growth of McAfee, the Pre-Sales Organization is on an upward growth trajectory – helping to transform and mature the Software Security Market. The opportunity that is before us will need the best proven Presales leaders and that is exactly who we are looking for - the right individual to help lead, develop, cultivate and grow and transformation and to ensure our customer experience is outstanding.

The McAfee Pre-Sales Organization is a central part of Go-To-Market Strategy, with nearly providing technical excellence, customer solution outcomes and enablement to our Customers and Channel partners across the region.

The Pre-Sales Director consists of 3 main elements.

o Responsible for partnering with RVP’s to develop and grow business across the regions. Need to work with a broader collaborative team including marketing, PM, and partners to drive broader campaigns to drive thought leadership and brand awareness. Need to assist in building tools, programs, and processes to be able to replicate success across multiple regions.

o Working in partnership with the Sales Organisation and Channel partners in all aspects of the sales process, taking a solution selling approach to achieve the technical win, driving revenue-generating presales initiatives, and outstanding customer experience.

o This position will also be required to instil a culture of openness, trust, teamwork and collaboration, field readiness and governance aligned to the go to market initiatives, operational excellence and attract, retain and develop their teams in tight collaboration with the Theatre Sales VP and the Worldwide SE Theatre VP.

Company Overview

From device to cloud, McAfee provides market-leading cybersecurity solutions for both business and consumers. We help businesses orchestrate cyber environments that are truly integrated, where protection, detection, and correction of security threats happen simultaneously. For consumers, McAfee secures your devices against viruses, malware, and other threats, both at home and away. We want to continue to shape the future of cybersecurity by working together to build best in class products and solutions.

About this Role

Technical Sales Leadership
• Responsible for contributing to the strategy and structure, leadership, direction and inspiration to the Pre-Sales Organization, leading by example and driving a culture of personal leadership, ownership, and initiative
• Expected to have a strong personal engagement with customers by demonstrating an executive presence and maximizing customer satisfaction – ensuring that all efforts are made to continue to be a trusted technical advisor
• Work with your peers and divisional management to support the go to market initiatives of the aligned Sales region
• Create and/or lead Presales business development initiatives that help accelerate and support the go to market of the key initiatives aligned to the region
• Work with the Sales VP in Theatre as a peer along with field Sales teams on must win and or Strategic Sales opportunities
• Leveraging the tools, resources and financial data available to manage presales productivity and effectiveness
• Can deliver the corporate pitch to customers and partners, and act as a coach for internal Presales and Sales within Region
• Deliver customer presentations, positioning McAfee portfolio and propose solutions to clients and prospects that aligned to a solution that is for purpose and customer business outcome
• Present the value proposition and can articulate customer success stories, scenario and competitive advantages of the go to market solution areas
• Proactively investigate, collect and sharing feedback with the business on win/loss from customers/partners/prospects, and to fine-tune McAfee propositions in region
• Act as an evangelist/trusted security advisor for Sales, Customers, and Partners whilst focusing on business development opportunities
• Meet top 10 customers/partners aligned to the Sales opportunities in the quarter
• Act as the point of technical escalation for your region(s) for Sales, Customers & Partners
• Analyse the productivity of people and resources and drive initiatives that maximise efficiencies
• Regularly sharing and collaborating with other theatres on best practices and win/loss learnings
People Management
• Responsible for attracting, retaining, development and performance management
• Responsible for building a pipeline of candidates and the hiring of top talent that is the best fit for the needs of the business
• Demonstrate successful hiring, formal coaching of individuals, or performance managed individually to a positive outcome for the individual and the business
• Supporting both the immediate development needs and the career development aspirations of the individuals within the team to the expected level of performance
• Ensure that Pre-Sales resources are effectively organized, trained and are aligned to maximize incremental revenue growth and customer satisfaction across the theatre
• Responsible for building a pipeline of candidates and the hiring of top talent that is the best fit for the needs of the business
• Hold regular 1-1 performance reviews, expense reviews and sign off, employee disciplinary. It is expected to hold 1-1s at least once a quarter where there is an opportunity to discuss the individual performance status, discuss team morale, individual engagement, seek feedback and provide constructive feedback
• Identify successor, provide coaching and exposure to management activities in the region
• To leverage the company tools and resources available to conduct annual performance reviews, performance management activities and to celebrate individual and team performance
• Retain an up to date quarterly report on the core capabilities of the team, individual potential and readiness of the team to support the go to market solutions and initiatives
• Ensure that the individuals on the team are aware of and adhere to the corporate guidelines

Productivity and Effectiveness

• Knowledge and use of the Global SE Operations best practices tools, new hire onboarding program, training and resources available for pre-sales
• Ensure that the Pre-Sales Organization continues to leverage and share global best practices, contributing to the development of robust processes to deliver productive, disciplined and effective ways of doing business
• Sharing best practices across the region on technical wins, team initiatives that have shown a positive Sales, Customer, Partner or team outcome
• Create new initiatives and measure outcomes to improve overall SE productivity using best practice methodology. Outcomes show real measurable benefits
• Knowledge and use of the Global SE Operations best practices tools, new hire onboarding program, training and resources available for pre-sales
• Responsible for reporting the teams’ activity and accuracy of the presales team information within SFDC
• Show over time what initiatives have you personally driven to improve SE productivity

• Build out internal relationships across core regional functions of the business including Sales, Marketing, Channel, Support, Services etc.
• Build out key relations with ETS Technical experts, Theatre SE Ops leads, Tech Directors and Product Management
• Be a team player, collaborating across all functions of the business to accelerate the go to market initiatives of the business and sharing best practices

• Lead by example, demonstrate a professional etiquette, respect and communication style that is aligned with the values of the company
• Adhere to the corporate policies and compliance
• Foster a healthy team working environment within the region

About You

• Sound academic background in Information Technology, Security, Cloud Computing, Management
• Previously managed managers, enterprise teams
• 7 to 10 + years Presales Management and leadership experience
• Presales experience with large customer enterprise environments
• Excellent communication, presentation, and reporting skills (verbal and written) for both internal & external use
• The ideal candidate should have strong security background with proven success stories
• Strong personal presence, capable of engaging senior management both internally and externally
• Good blend of business/commercial, sales, and technical skills
• Experience of working with external 3rd parties and Channel Partners
• Understands the market issues and trends affecting the IT Security business and McAfee’ differentiators versus the competition
• Results-driven with strong goal-orientation
• Comfortable/Competent with both sales and delivery activities
• Self-starter who is pro-active, creative, with lots of initiative and a positive, enthusiastic, can-do attitude
• Willing to work and travel flexible hours to suit customer requirements

Company Benefits and Perks:

We work hard to embrace diversity and inclusion and encourage everyone at McAfee to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

  • Pension and Retirement Plans
  • Medical, Dental and Vision Coverage
  • Paid Time Off
  • Paid Parental Leave
  • Support for Community Involvement

We're serious about our commitment to diversity which is why McAfee prohibits discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

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