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Director, Global Sales engineers - Portland, OR #7495341

Company: Belden

Date: 06/30/2020

City: Portland, OR

Employment type: Full-time

Tripwire is a leading provider of security, compliance and IT operations solutions for enterprises, industrial organizations, service providers and government agencies. Tripwire solutions are based on high-fidelity asset visibility and deep endpoint intelligence combined with business context; together these solutions integrate and automate security and IT operations. Tripwire's portfolio of enterprise-class solutions includes configuration and policy management, file integrity monitoring, vulnerability management, log management, and reporting and analytics. Learn more at tripwire.com, get security news, trends and insights at tripwire.com/blog or follow us on Twitter @TripwireInc.


Tripwire is just one of the many brands that make up Belden's impressive portfolio. Belden is a multi-billion dollar global organization of 10,000 talented people that supports the mission-critical network infrastructure and audio visual broadcast needs of many of the world's best-known brands, placing us at the heart of the global transformation to a truly connected world. We are seeking driven, results-oriented team members to help us continue to grow and succeed.


Tripwire, Inc., a Belden Company, is now seeking an experienced Director of Global Sales Engineers, to be headquartered out of our Portland, OR location. This role will lead a team of global Sales Engineers (10 direct reports and 34 indirect reports) and will require 50% - 75% travel, including up to 20% international travel.


Roles and Responsibilities for the Director of Global Sales Engineers will include:



  • Lead from the front, in terms of customer engagement and technical know-how
  • Represent the worldwide SE team and establish best practice procedures through continuous improvement
  • Coordinate training for the SE team including regular product and service updates
  • Sponsor and coordinate SE programs for training events like the annual Commercial Team Kick Off and provide resources to participate in regional tradeshows and other industry events
  • Champion product escalations as the liaison between account owners, support, R&D and the customer
  • Review key customer engagements and RFx to develop successful and repeatable strategy for responses
  • Represent or appoint team members to interface with PMO and Engineering teams for product planning and launch through Core Team meetings
  • Perform skills assessments and develop a training plan for each direct report, as well as, review of all individual SE training plans for reporting managers, with focus on team retention, recognition, compensation, and career planning
  • Mentor and coach direct reports to enable them to credibly describe and demonstrate our solutions such that prospects see their top-of-mind problems solved in both onsite and online (web based) venues
  • Conduct interviews, drive hiring process with potential candidates both to recruit and build a long-term pipeline of candidates for the company
  • Build the engineering practice to service current organization, scale and grow with the strategy of the region and company
  • Work jointly with the sales organization to create a territory plan utilizing SE feedback and adding personal knowledge of local market demand
  • Ensure effective communication between SE and Sales teams along with Product Management, Product Development, Support and Professional Services
  • Identify consistent market trends and communicates to Product Management, Product Development and Professional Services
  • Collaborate with field sales to prioritize and target team opportunities and campaigns; understand mechanisms for building team capacity and improving team performance. Align resources to deliver on commitments and drive results
  • Collaborate with Sales Leadership and Sales Operations to establish and administer the Quota and commission plan for the SE team
  • Monitor and approve requests for customer‐focused pre‐sales and post sales resources (demos, evals, POCs, etc.)
  • Assist in determining, requesting, and approving domain/solution‐focused resources and understanding and developing requests for these resources
  • Assist and resource, partner enablement and training
  • Develop and track metrics meaningful to the business and that will aid in constant process improvements and efficiencies
  • Ensure all relevant groups within Tripwire are actively engaged and "on deck" when required for large scale complex and / or competitive prospect Proof of Concept engagements
  • Represent Tripwire Sales management and the general sales force at the top levels of the company to ensure the technical voice of Tripwire sales is influencing every product and marketing decision
  • Participate in high-level onsite sales meetings as an officer of the company with decision-making and resource allocation authority to assist in closing sales
  • Perform other duties as assigned

Personal and Organizational Development for the Director of Global Sales Engineers position will include:



  • Set goals and measure the team's achievement of those goals in alignment with the Regional Sales & Channel plan, including Presales and partner enablement
  • Lead cross‐functional projects within area of responsibility
  • Proactively seek feedback on self; recognize own capabilities and take initiative to improve
  • Advocate for continual improvement in customer experience to increase brand loyalty for Tripwire solutions
  • Understand drivers of customer satisfaction and strive to improve customer experiences
  • Perform and participate in best practice inspection of opportunities and Salesforce Activity Record completion and use
  • Promote, review, and refine processes that improve the Tripwire Customer experience through health checks, roadmap presentations, managing escalations and advocating for customer needs/market opportunities.

Minimum Experience and Education for our Director, Global Sales Engineers position include:



  • Bachelor's degree in Engineering, Computer Science or Business
  • 10 or more years of software sales engineering experience in a pre-sales environment
  • Experience developing and owning the leadership of a sales plan, for a global team of sales engineers
  • Ideal candidate will have one or more of these industry certifications: CISSP, CCSP, CISM
  • Experience selling an end point security solution in IT & OT

At Tripwire our culture is one where you perform at your best, where you trust your teammates, and where work doesn't feel so much like work. We recognize and appreciate the contribution of all our employees. We value customer service, working with teams and thriving in an environment of continuous change. We play to win!


Tripwire provides equal employment opportunities to all qualified employees and applicants for employment without regard to race, religion, sex, age, marital status. national origin, sexual orientation, disability, veteran status, or any other legally protected status. We prohibit discrimination in decisions concerning recruitment, hiring, compensation, benefits, training, termination, promotions or any other condition of employment or career development.


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