Director of High Touch & Sales Engineering

Summary The Director of High Touch Sales and Engineering leads the sales team in securing strategic new and renewal business opportunities while driving revenue growth through strong end-user relationships within a 100% channel-focused model. This role also leads the Sales Engineering team, ensuring the effective presentation and demonstration of our solutions to customers and reseller partners throughout the sales cycle. Job description FUNCTIONAL RESPONSIBILITIES AND DUTIES • Provide leadership and coaching to subordinate teams to ensure they follow customer engagement strategy and lead conversation with potential and existing customers to identify customer needs and generate opportunities. • Manage engagement with customers across all elements, such as sales, presales, and other interactions, involves overseeing and coordinating activities to develop opportunities. • Identify most effective activities andlLead entrusted teams to execute them to generate net new leads, follow up marketing leads, generate upsell opportunities and build account plans. • Perform conceptual, systemic, creative and methodical activities. • Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company. MANAGERIAL RESPONSIBILITIES • Contribute to strategic planning of superior organizational unit and align the strategy of own organizational unit with the strategy of superior organizational unit. • Ensure efficient planning and use of funds of the relevant organizational unit. • Propose and implement improvements of processes and work procedures. • Make efficient decisions based on all available information and be responsible for them. • Ensure efficient communication and sharing of relevant information and actively support cooperation within the team and with other organizational units. • Be responsible for formulation and achievement of goals of subordinate organizational units within HQ and offices in compliance with divisional goals. • Set clear and realistic goals and expectations towards work performance within prescribed deadlines. • Manage, plan and delegate work to immediate subordinates and be responsible for performance of assigned tasks in accordance with established procedures and processes. Inspect work outputs, their quality and timely performance . • Provide regular feedback and evaluate work performance of employee (e.g. probation period, definite period, assessment interviews). • Ensure optimum planning of human resources, their substitutability and be responsible for attendance of team members. Cooperate with direct superior on planning for personnel and organizational changes. • Cooperate on new employee recruitment process. • In cooperation with immediate subordinate prepare their personal development plans, ensure relevant development and educational activities and support implementation of new knowledge and skills in practice. • Encourage immediate subordinates to take initiative and responsibility in task performance, engage them in the decision-making process in order to increase their involvement and motivation. • Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others. • Effectively and thoughtfully use entrusted resources (human and financial). REQUIREMENTS Education: • Master's degree in business, marketing, or a related field. Experience: • 10 years of experience in high touch sales or a similar role within the IT software industry. • Experience in managing and leading sales team min. 5 years. Knowledge: • Understanding of the reseller channel dynamics and experience working with resellers on a global scale. • Strategic thinker with the ability to analyse market trends, identify growth opportunities, and develop effective channel strategies. • Demonstrated track record of successfully leading, managing and coaching high-touch sales team. • Exceptional communication and presentation skills, with the ability to effectively convey complex concepts to diverse audiences. • Strong understanding of B2B Customer Cybersecurity needs and experience selling cybersecurity products to CISOS Language: • English: B2/C1 Benefits Health & well-being Cigna Medical Plan Cigna Dental Plan EyeMed Vision Plan Reliance Standard Life Insurance Reliance Standard Long Term Disability Plan HealthJoy Employee Assistance Program Cigna Supplemental Insurance Lifestyle Spending Account Bi-Weekly Mediation Series On-site Gym and shower facilities Family Volunteer Day off Paid Time off Tuition Reimbursement Birthing Parent Match Pet Insurance Office Recreational Zone Coffee & Snacks Parking Benefit Other Benefit Hub - Discounts on travel, cars, electronics, etc… 401(k) retirement savings ESET's Charitable Contributions Program Referral Program Primary location San Diego Additional locations Time type Full time Join ESET Talent Community and we will contact you. This is an option for candidates who haven't found any interesting job opening and would like to send us their CV. ESET® provides cutting-edge digital security to prevent attacks before they happen. By combining the power of AI and human expertise, ESET stays ahead of known and emerging cyberthreats — securing businesses, critical infrastructure, and individuals. Whether it’s endpoint, cloud or mobile protection, our AI-native, cloud-first solutions and services remain highly effective and easy to use. Driven by science, ESET technology includes robust detection and response, ultra-secure encryption, and multifactor authentication. With 24/7 real-time defense and strong local support, we keep users safe and businesses running without interruption. An ever-evolving digital landscape demands a progressive, evidence-based approach to security. ESET is committed to world-class scientific research and powerful threat intelligence, backed by R&D centers and a strong global partner network. ESET's purpose is not only to provides cutting-edge digital security, but also to actively contribute to a more innovative and responsible society in terms of education, science and research. At ESET, diversity, equity, and inclusion (DEI) are integral to our corporate culture. We believe in creating a respectful environment, where everyone feels valued and respected, welcoming applications from individuals of all backgrounds, including race, gender, age, religion, disability, and sexual orientation. Learn more about ESET.