As a pivotal leader in this global role, you will spearhead Freshworks' pre-sales initiatives, guiding a dynamic team of Solutions Engineers and Solutions Architects. Your mission will be to craft and deliver cutting-edge solutions that effectively illustrate the value of Freshworks' products to potential clients. This position reports directly to the Chief Field Operations Officer.
In this role, you will be responsible for overseeing our global field segment SE teams, managing leaders who oversee the mid-market, strategic enterprise segments and expansion SE teams and provide strategic direction to these teams. Day-to-day responsibilities include:
- Building a thoughtful GTM strategy for our cross-segment SE teams.
- Drive Strategic Initiatives that drive organizational improvement and alignment
- Participate in Top of the Funnel initiatives such as marketing webinars, speaking engagements etc.
- Drive excellence in the middle of the funnel execution from Discovery through Validation.
- Participate in deals (big and small; because some big business starts small) and provide executive leadership.
- Be the Voice of sales and drive thoughtful discussion and analysis on wins and losses.
- Work with the product organizations on identifying key gaps and make data driven recommendations.
- Design organizational OKRs to align with Sales strategy and Revenue goals.
- Lead the organization through quarterly performance check ins and annual performance reviews.
- Be a Diversity and Inclusion champion and create opportunities for underrepresented minority groups.
- Build a culture grounded in humility and empathy.
This role will also partner with the Senior VP of Sales for the regions and provide strategic insights into pipeline health, team performance and win rates. The successful incumbent will lean in when needed and participate in/lead initiatives outside of the Solution Engineering charter.
Key Responsibilities:
- Team Leadership & Mentoring: Lead and inspire a high-achieving team of Solutions Engineers and Solutions Architects, driving excellence and fostering a collaborative environment.
- Strategic Planning: Partner with the executive team to develop and implement pre-sales strategies that align with Freshworks' broader business goals.
- Solution Development: Oversee the creation of standardized demos, proof of concepts (POCs), and Centers of Excellence that showcase Freshworks' innovative solutions.
- Customer Engagement: Engage directly with key clients to understand their needs, tailoring pre-sales activities to address their specific challenges and objectives.
- Cross-Functional Collaboration: Work closely with Sales, Marketing, Product, and Customer Success teams to ensure cohesive go-to-market strategies and alignment.
- Product Insight: Stay informed about product developments and updates, integrating this knowledge into pre-sales activities to highlight Freshworks' evolving offerings.
- Strategic Visionary: A seasoned leader with a proven track record in guiding pre-sales teams. Your strategic vision and hands-on approach ensure that pre-sales initiatives are effectively aligned with business objectives.
- Technical Expertise: Possess a solid technical foundation and experience in programming, enabling you to lead your team in creating impactful and standardized demonstrations of our products' capabilities.
- Business Acumen: Demonstrated ability to translate technical features into compelling business value, navigating market trends and customer needs to drive global pre-sales success.
- Adaptable & Insightful: Proactive in anticipating industry changes and implementing necessary adjustments. Your adaptability ensures that pre-sales efforts remain at the forefront of industry advancements.
- Decisive Agility: Thrive in dynamic environments, making agile decisions to keep pre-sales strategies effective and responsive to evolving market conditions.
- Commitment to Excellence: Dedicated to continuous improvement and optimization of pre-sales programs. Your commitment to staying informed about industry advancements drives program efficiency and impact.
Requirements:
- Educational Background: Degree in Computer Science or a related field, or equivalent experience preferred.
- Leadership Experience: Proven experience in a leadership role within pre-sales, with a focus on managing Solutions Engineers and Solutions Architects.
- Industry Knowledge: Experience in the DevOps sector and a strong ability to keep up with industry trends.
- Technical Skills: Robust background in programming and hands-on experience in developing demos and POCs.
- Customer Relationship Management: Demonstrated success in building and maintaining strong customer relationships.
The targeted annual base salary range for this position is $276,000 — $374,000 USD.
Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.
Freshworks offers multiple options for dental, medical, vision, disability and life insurances. Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.
Please note this is a hybrid role that requires an in-office presence 3 days / week (Tue-Thur)
At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.
