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SE Director Public Sector

Primary Location Reston, Virginia Date posted 10/04/2019
Apply Now Job ID: JR0017650

Job Title:

SE Director Public Sector


US, Washington, D.C.

Role Overview:


The McAfee Security 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.

Responsible for partnering with RVP’s to develop and grow business across the regions.  Need to work with 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.
Working in partnership with the Sales Organization 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.

This position will also be required to instill 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. McAfee helps businesses orchestrate cyber environments that are truly integrated, where protection, detection, and correction of security threats happen simultaneously and collaboratively. For consumers, McAfee secures your devices against viruses, malware, and other threats at home and away. With the mission of capturing the biggest market share in the area of cyber security, network security, endpoint security, threat research, malware research, cloud security, we work together for a common goal of shaping the company’s future by designing and building best in class cyber security solutions.

About this Role

As part of the ongoing growth of McAfee Security, 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.

Core Responsibilities

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 through demonstrating 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
  • Be able to 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 Security 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 be able to 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 Security 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 quarter
  • Act as a the point of technical escalation for your region(s) for Sales, Customers & Partners
  • Analyze the productivity of people and  resources and drive initiatives that maximize 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 are best fit for the needs of the business.
  • Demonstrate successful hiring, formal coaching of individuals, or performance managed individual 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 are 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 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 in team are aware and adhere to the corporate guidelines

Productivity and Effectiveness

  • Knowledge and use of the Global SE Operations best practices tools, new hire on boarding program, training and resources available for Presales
  • Ensure that the Pre-Sales organisation 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 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 on boarding program, training and resources available for Presales
  • 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 to the values of the company
  • Adhere to the corporate policies and compliance
  • Foster a healthy team working environment within region.

About you

  • Educational background in subjects similar to Information Technology, Security, Cloud Computing, Management
  • Previously managed managers, enterprise teams
  • 7 to 10 + years Presales Manager experience  
  • Presales experience with large customer enterprise environments
  • Excellent communication, presentation and reporting skills (verbal and written) for both internal & external use
  • 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 Security’s 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
  • Flexible with regards to travel
  • Fluent in English, any other additional languages will be a plus

Company Benefits and Perks:

Our corporate culture and values are central to McAfee’s philosophy. Every day we embrace a more diverse workforce and inclusive environment. We are encouraged to bring our true selves to work. Our wide range of social communities & programs, flexible work hours and family-friendly benefits, all allow our employees to feel valued as people, while enjoying positive and challenging work.

Check out more: Careers & Life at McAfee.   

Perks may include:

  • Pension / Retirement Programs

  • Medical, Dental and Vision Coverage Programs

  • Paid Time Off

  • Support for Community Involvement

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Posting Statement:

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.

Job Type:

Experienced Hire

Primary Location:

US, Washington, D.C.

Additional Locations:

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