Senior Director Systems Engineering

The Senior Director, Systems Engineering/ Sales Engineers will manage a high performing group of globally deployed Sales Engineers with deep expertise in the Enterprise Security Software industry supporting Tripwire’s aggressive sales goals across the globe. 

Our ideal team member will possess demonstrated success in building out and leading a technical sales/overlay team promoting enterprise software and related services with a proven track record achieving sales quota in a company of annual revenues of at least $150M. This individual will know/understand how to build out a WW model that authenticates the “to win” approach for technical arguments in deals ranging in size from low six figures through mid-seven figures. The ideal candidate will be a charismatic executive, possess an entrepreneurial spirit, and have experience supporting worldwide sales teams chartered with selling to new and existing accounts. 

Our leader will develop sales strategies and positioning documents for the company’s product lines, influence product marketing and work with other technical teams to produce and deliver customer specific demonstrations and technical presentations.   Additionally the Senior Director Systems Engineering will represent the company at major industry events, influence service offering direction and positioning and continue to develop and shape improved service offerings and additional value added services 

Key Responsibilities & Duties

  • Grow, lead and manage all activities for our Global Systems Engineering team in pursuit of and achieving sales attainment goals.
  • Collaborate with company leadership team in setting sales strategy and growth objectives
  • Recruit, train and develop existing Tripwire staff while growing the team with top global talent
  • Take best practice from each Tripwire Systems Engineering team member and deploy this at scale across the entire global team
  • Develop sales coverage model & manage sales territories ensuring alignment with business plan and maximizes sales effectiveness
  • Working with sales operations design, deploy & administer compensation plans
  • Represent Tripwire at National and Regional CIO and Analyst conferences
  • Guide prospects through the Tripwire value proposition through a Solution Selling approach
  • Participate in the weekly forecasting process
  • Ensure that relevant technical sales activities are current and tracked in Salesforce.com
  • Work with cross-functional team leaders to prioritize Sales Engineer deliverables
  • Develop and mature sales materials based on lessons learned from the field work
  • Work with cross-functional team leaders to align the Sales Engineer strategy across the company
  • Partner with Sales teams to strategize how to sell into prospects and customers
  • Present technical presentations to prospects, customers, and company associates
  • Gather requirements and customer feedback for product management
  • Consult, design, and recommend service solutions to customers
  • Daily interaction with system engineers and account executives selling into new prospects and existing customers.
  • Develop and improve processes & procedures to maximize efficiencies within the team and its touch points.
  • Communicate, leverage and align with other technical groups in tripwire (CS & PS)
  • Develop relationships with 3rd party solution partners (e.g. Palo Alto, SPLUNK, etc.)
  • Maintain exceptional training and enablement skills of Sales Engineering team globally – on Tripwire Product, Industry capability, Industry Certification


Working independently, resolves a wide range of diverse problems utilizing personal judgment and experience to develop solutions in a creative manner. Interacts with employees at all levels internal and external to the organization and takes personal responsibility for meeting the needs of the customer while demonstrating an understanding of business objectives.  A significant amount of travel may be required.  

Supervision Exercised 

  • Organizes, manages and provides direct leadership direction for the WW Systems Engineering organization. The role has direct responsibility for 10 direct reports currently.  

Knowledge, Skills & Abilities Required 

  • Bachelor's degree or equivalent experience required
  • 10+ years’ experience successfully supporting the sale of enterprise software and services and building new markets or businesses in late stage start-up environments AND in global enterprise software companies
  • Proven track record of achieving sales attainment goals.
  • 5+ years in a sales engineering leadership or equivalent role with proven experience in leading the creation and execution of new pre-sales or sales engineering or professional services programs within technology sales companies Successful collaboration in a Team Selling environment. You should have proven experience in team-selling, as this role will require you to spend at least 25% of your time selling with your direct team and virtual team (Sales Account Executives, lead generation, product marketing, marketing events) and helping them to understand and overcome the technical challenges by product line and industry
  • Proven experience in building processes, repeatable solutions, and a playbook to better leverage your team across multiple geographies
  • Proven track record of success in winning new contracts in large global Fortune 500 companies
  • Skills
  • Strong sales management fundamentals- understanding sales methodologies including solution selling, team selling, the Salesforce.com platform and sales motivations
  • Sales compensation plans and models
  • Very strong management and prioritization skills
  • Ability to view Sales Team as your customer and support them as such
  • Knowledge in building, evaluating and improving teams
  • Highly articulate in both written and verbal communications; able to bridge the communication divide between technical and business teams and with customers on all levels
  • Excellent MS Office skills – Word, Excel, and PowerPoint
  • Excellent in person and virtual presentation skills
  • Driven self-motivator focused on results and helping teams win and accomplish their goals
  • Timely, thorough, and accurate customer follow-up skills
  • Solid business strategy and planning experience
  • Very good interpersonal and people relationship skills with evidence of teamwork and collaboration
  • Demonstrated resource management and allocation experience
  • Driven self-motivator focused on results and helping teams win and accomplish their goals

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