Solutions Engineering Manager - Enterprise

About Glean:

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

About the role: Glean is looking for a talented Solutions Engineering Manager (SEM) to join our dynamic West Region team. As an SEM, you will be responsible for leading a team of solutions engineers (SEs) to ensure both prospects and Glean customers receive top-notch technical guidance and value. The West Solution Engineering Manager will be responsible for driving and improving pre-sales engagements, such as, technical discovery, custom product demonstrations, use case workshops, and pilots. Additionally, the SEM will be responsible for driving and improving customer adoption, growth, and business value of Glean’s transformational Work AI platform.

You will:

• Develop and lead a high-performing team of solutions engineers, providing mentorship, guidance, coaching, and ongoing support.

• Establish and maintain your role as a territory / segment’s primary technical advisor; think of yourself as the CTO of every customer relationship.

• Work with your team of SEs as well as prospects and customers to connect to new data sources including custom integrations.

• Leverage top sales methodologies and frameworks, like Command of the Message and MEDDPICC, to lead technical discovery and improve scoping, deal inspection, and technical and business value delivery.

• Identify opportunities for expansion of Glean within customer install bases.

• Collaborate cross-functionally (including, sales and services) to ensure priorities and expectations between Glean and the customer are aligned and executed.

• Help troubleshoot, prioritize, and escalate issues for assigned customers, ensuring customer satisfaction and retention.

• Partner cross-functionally with Product Management, Engineering, and Customer Support to drive customer satisfaction, and be the voice of the field to prioritize product enhancements.

• Be an active member of the Glean customer technical community helping to drive industry recognition and best practices.

About you:

• Pre or post-sales solution consultant experience in a rapidly growing software company.

• Proven experience in people leadership, talent development, and performance management.

• 5-7 years of SE experience: Managers typically have a proven track record of success in sales engineering, with experience working on complex deals and collaborating with cross-functional teams.

• API and integration experience in a hybrid or SaaS environment.

• Deep understanding of cloud architecture, security, and networking, including cloud and on-premise.

• Deep understanding of integration architecture, including API expertise

• Hands-on experience with cloud technologies, particularly Google Cloud Platform (GCP), Amazon Web Services (AWS), or Microsoft Azure.

• Cloud security, information security, and audit experience to represent technical and audit frameworks with customer stakeholders and executives.

• Strong Technical Background: SEM must have a strong understanding of the company's products and services, as well as the technical skills to provide guidance and coaching to SEs and customers.

• Project Management Skills: Managers must be able to balance multiple priorities and projects simultaneously, prioritize tasks, and allocate resources effectively.

• Presentation and Communication skills: SEMs must be able to communicate technical information to non-technical stakeholders, both internally and externally.

Interpersonal Skills:

• Excellent active listening, communication, and professional presentation skills.

• High emotional intelligence.

• Project planning and execution capabilities.

• Proactive and self-motivated.

• Highly organized and detail-oriented.

• Startup DNA + Do Whatever It Takes (DWIT)

• Data-driven mindset for assessing success and identifying opportunities for improvement.

Location: San Francisco, Palo Alto or Remote

Compensation & Benefits:

The standard on target compensation for this position is $270,000 - $350,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

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