Mgr, Solutions Engineering (Hongkong)
Volterra
At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation.
Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.
Role Overview
The Manager, Solutions Engineering is responsible for directing all aspects of Solutions Engineering(SE) organization in a sales region or multiple regions with focus on technical sales. Establishes objectives, work plans, and delegate assignments to subordinate managers as needed. This role will be responsible for ensuring that the SE organization is scalable to meet/exceed F5 company goals.
Sounds interesting? Read on!
What You’ll Do:
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Organization / SE Go-to-market
Provide leadership, guidance and direction to lead a high performing SE team.
Define an organizational & technical strategy to support the Regional Business plan.
Develop and execute on a Team Lead program for potential management promotions, build a talent pipeline of potential candidates, develop and execute on a retention strategy and analyse turnover.
Define compensation plan based on regional goals.
Works with Sales Leadership and Finance to define quarterly budget.
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Resource Planning and Allocation
Create technical resource plan for region based on SE and Sales feedback as well as local market demand.
Define Strategic, Major, Territory and Channel Accounts mapped to SEs.
Collaborate with regional Sales Leadership to prioritize and target team opportunities; review quantitative information to identify and explain trends. Align resources to deliver on commitments and drive results.
Focus on building capacity to achieve high team performance based on customer resource needs. Align resources to deliver on commitments and drive results.
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Readiness
Define a development path for each SE team in collaboration with the Sr. SED & SE RVP. This will include both internal and external training, and certification.
Implement SE Skills Assessment.
Define and drive the SE Pod program within the region, to develop expertise in F5 & adjacent technologies and solutions.
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Account/Partner Engagement
Participate in, and contribute to regular sales forecast and pipeline reviews.
Establish and drive process of technical assessment and strategy (Technical Account Plans, Account Plans and Whitespace Analysis), and competitive positioning including documented installed base (F5 and competitive) analysis for all named accounts.
With Solution Architects, lead team to technical account strategies that align to customer business requirements and goals. Assign and/or request for appropriate resources.
Assist in determining and requesting for domain / solution-focused resources (e.g. Solution Architects, Product Management) when necessary.
Assist in qualified partner identification.
Drive tracking and reporting team metrics in Vivun & SFDC.
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Management Responsibility
Management of exempt and/or non-exempt level staff. This includes but is not limited to, establishing goals, assigning or delegating work, providing on-the-job training, giving guidance to staff, conducting performance evaluations, approving paid time-off (PTO), developing performance improvement plans(PIP), taking disciplinary action, and interviewing candidates for open positions.
Other Responsibilities
Works and assists Sales leaders to develop and support the region’s business plan.
Executes on the WW SE Strategy in region, drive cross-region collaboration and sharing.
Directs and controls the activities of the SE organization.
Defines the budget for the region.
Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
Performs other related duties as assigned.
What You’ll Bring:
BS or BA degree required
10+ years experience in supporting technical sales of enterprise network solutions to corporate accounts or equivalent industry experience
Exceptional written and verbal communication skills
Expert project management and negotiation skills
Expert knowledge of the F5 product line
Thorough understanding of networking technologies and applications delivery
Ability to navigate and influence in matrix organization
Ability to lead in a constantly evolving environment, manage multiple priorities and ambiguity
Ability to converse with technical and business personnel fluently at all levels of the organization
Exceptional presentation skills with the ability to articulate complex technologies
Ability to partner effectively with Sales Executives to identify new sales strategies and market opportunities
What You’ll Get:
Hybrid working mode
Career growth and development opportunities
Recognitions and Rewards
Employee Assistance Program
Competitive pay, comprehensive benefits, and cool perks
Dynamic Diversity & Inclusion Interest Groups
Apply if you believe your own unique capabilities can contribute to the success of this role and our organization!
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The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.
Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).
Equal Employment Opportunity
It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting accommodations@f5.com.