Descope is seeking an experienced Technical Sales/Solutions Engineering Manager (SE Manager) to join our team and play a key role in positioning and selling our Customer Identity and Access Management (CIAM). As a Technical Sales Engineering Manager, you will collaborate with our Sales leaders and Account Executives to promote, position, and provide solutions for Descope's CIAM solution within prospects, Partners, and GSI’s for Descope's western region and also manage and build our team of System Engineers throughout the U.S.
Technical Sales Engineering Manager will contribute to helping companies build, secure, and manage external relationships, encompassing both B2C and B2B use-cases. This directly impacts their business model and revenue. As a dynamic and consultative individual, your primary responsibility is to effectively communicate the technical value of the Descope’s CIAM solution.
Working within customer-facing sales teams alongside Account Sales Executives, System Engineers and DevRel Engineers, you will ensure that each engagement and demonstration meets the client's expectations. Utilizing your analytical and technical skills, you'll identify the customer's objectives and determine the minimal requirements to realize their strategic ambitions.
This Technical Sales Engineer will become the trusted advisor for the customer's technical team, articulating the business value to various stakeholders, including client-side CxO architects and business users. Your ability to navigate and understand the clients' needs will be instrumental in driving the success of Descope's CIAM solutions.
Key Areas of Responsibility:
- Conduct product demonstrations and offer technical support to both prospects and customers throughout the sales process
- Lead technical Proof-of-Concepts with customers, showcasing Descope’s core capabilities and competitive advantages as part of the sales cycle.
- Provide advanced technical training and consultation on our CIAM products and capabilities to Partners, End-Users, and other departments as an integral part of the sales cycle
- Conduct high-level assessments and feasibility analyses for the customer solutions, requiring a sophisticated understanding of any challenges to support sales negotiations
- Collaborate seamlessly with the sales team to grasp the needs of prospects and customers, crafting and delivering compelling presentations and demonstrations that highlight the value of the Descope solution
- Work closely with our DevRel Engineers and Marketing to assess and recommend technical enhancements based on market initiatives, competitive intelligence, or customer requirements
- Create and implement comprehensive workflows and detailed responses to complex POC’s, RFPs and RFIs, demonstrating extensive knowledge and creativity to boost sales proposals
Minimum Requirements:
- Bachelor’s degree in a technical subject (e.g., Computer Science, Mathematics, or Engineering); or another relevant field of study; and/or equivalent work experience
- 5+ years pre-sales or professional services experience within an enterprise software or security company or system integrator, or equivalent
- 2-4 years managing and building technical system/solutions engineering teams (SE's)
- Strong understanding of CIAM and IAM lifecycles, and the ability to clearly articulate the value proposition of our CIAM solutions to the digital journey of our prospects and customers
- Proven track record and demonstrable skills at presenting technical information at the business executive level or at the architect level
- Strong knowledge in following areas: Multi-Factor Authentication & Public Key Infrastructure, Identity and Access Management (SAML 2.0, Radius, WS-Federation, OAuth, and OpenID Connect, Single Sign On, APIs and Context-Based Authentication), Security (encryption, access control, PKI, digital certificates etc.), Identity Governance, Privilege Access Management.
- Experience in the authentication/authorization domains - understanding of AuthN and AuthZ concepts and knowledge of authentication methods and protocols
- Working experience in software development - Understanding full-stack architectures, with proficiency in JavaScript (plain, ReactJS, NodeJS, NextJS), and other programming languages (Golang, Python, others)
Location:
- Descope's HQ in Los Altos, CA (working face/face with our co founders, VP of CS/SE's and CRO)
Why Descope?
The Descope CIAM platform helps organizations easily create and customize their entire user journeys (authentication, authorization, MFA, identity management) using no / low code workflows. Thousands of developers and hundreds of organizations use Descope to improve user onboarding and retention with passwordless authentication, enhance security with MFA and step-up authentication, and unify identities across customer-facing apps.
Descope has raised $53M in seed funding led by Lightspeed and GGV Capital, with participation from several other investors and notable individual investors such as George Kurtz (CEO, CrowdStrike), Bipul Sinha (CEO, Rubrik), John Thompson (Board Director, Microsoft), and Assaf Rappaport (CEO, Wiz).
Descope is founded by a team of highly technical, customer-centric engineers who have created multiple category-defining companies in the past. Most recently, this team created Demisto, a leader in the Security Orchestration Automation and Response (SOAR) space that was acquired by Palo Alto Networks for $560M. The Descope founders share their vision in this video:
Founded in 2022, Descope has offices in Los Altos, CA and Tel Aviv, Israel. Since launching from stealth, Descope has been named in the inaugural Redpoint InfraRed 100, a list of the next 100 promising private companies in Cloud Infrastructure.