VP Sales Engineering EMEA

VP, Sales Engineering – EMEA 
London, UK 

Overview 

As the Vice President of Sales Engineering for EMEA, you will report to the VP of Global Sales Engineering and play a critical role in partnering with the EMEA Go To Market team in the sales of Mimecast products and services. As a member of the EMEA leadership team, you will be responsible for leading a regional organization of Sales Engineers focused on pre-sales strategy and methods to winning over prospects and customers on the technical sell across Europe, Middle East, and Africa.

The VP of Sales Engineering EMEA will be accountable for executing the global sales engineering strategy while adapting it to meet the unique needs of the EMEA market. You will collaborate closely with EMEA sales leadership and coordinate with global counterparts to ensure alignment and share regional insights. Additional responsibilities include continuous improvement of operational efficiency of the EMEA team, including talent identification and promotion, reporting and metrics, technical solution validation, mentoring and training of employees, managing the regional team budget and capacity planning.

The successful candidate will be an enthusiastic and professional individual with commercial acumen and professional presentation skills. A natural curiosity for understanding technical environments and willingness to learn about evolving solutions is a must. Experience managing distributed team members across multiple countries and time zones is essential. 

What you'll do:

Sales Engineering Management 

Coordinate with EMEA sales managers and define strategy and operational model for regional coverage. This involves regular meetings with sales leadership and other regional management to ensure the team is providing proper support for the EMEA sales organization. Plan for the team to avoid gaps in coverage, track utilization for planning and resolve resourcing conflicts when necessary. Collaborate with global sales engineering leadership to align on best practices and share regional insights. 

Team Mentoring and Leadership 

Expertise with sales engineering methodology will be instrumental in growing the skills within your EMEA team. Build and develop a high-performing sales engineering organization through effective hiring, coaching, and performance management. Create a culture of continuous learning and excellence within the team. Synchronize regularly with global and regional counterparts to align on strategy and approach for the Sales Engineering function while ensuring EMEA-specific market requirements are addressed. 

Providing Executive Pre-Sales Support 

Provide executive sponsorship and support to major and strategic sales opportunities across EMEA, engaging with senior management and technical contacts in customer and reseller partner organizations to ensure the Mimecast service is positioned correctly, understood and any technical objections are overcome. Act as a trusted advisor to key customers and prospects in the region. 

Operational Improvement 

This position requires continuous improvement of the Sales Engineering function across EMEA. Key areas include: 

• Define and track reporting and metrics for the EMEA team in alignment with global standards 

• Establish processes for identifying talent, training and continuous evaluation of skills 

• Oversee technical evaluations such as Proof of Concepts and Product Trials 

• Drive coordination and improvement of the sales process within EMEA 

• Manage regional budget and expense oversight 

• Gather feedback from EMEA customers and prospects about the product, including competitive positioning, missing functionality, market shifts and other important regional insights 

• Collect feedback from the EMEA Sales Engineering team and provide insight and strategy to global product and executive teams regarding regional market needs and opportunities 

Facilitating Reseller and Partner Relationships 

Ensure that Mimecast reseller partners in EMEA are capable of selling and supporting Mimecast services. This will include oversight of the program for training partners, tracking their success, and developing working relationships with senior staff in the reseller partner organizations across the region. 

What you'll bring:

• Prior experience working in the Cyber Security industry 

• Proven experience leading a team of pre-sales engineers in a regional or multi-country capacity 

• Ability to manage team members across multiple countries and time zones 

• Strong presentation skills with ability to present in English; additional European languages are a plus 

• Ability to be proactive and self-sufficient 

• Experience in dealing with customers of differing sizes in a pre-sales setting across EMEA markets 

• Familiarity with sales methodologies such as Force Management, Solution Selling, The Challenger Sale or similar 

• Demonstrated ability to handle objections and think on your feet 

• Ability to work with and gain input and resources from multiple teams and disciplines 

• Capacity to explain technical solutions to a business-focused customer 

• Experience in consultative selling of complex services 

• History of leading by example 

• Willingness to travel up to 50% within EMEA region 

• Experience working in a high growth and dynamic company 

• Track record of project leadership and successful completion 

• Experience operating in an indirect sales environment 

• Experience managing distributed teams across multiple countries 

• Deep understanding of cyber-security and related topics 

• Understanding of regional data compliance requirements such as GDPR, NIS2, and other EMEA-specific regulations 

• Proficiency in the architecture of typical business email systems 

• Understanding of SaaS-based solutions 

• Experience presenting effectively to large audiences on a variety of topics 

• Cultural awareness and ability to work effectively across diverse EMEA markets 

The on-target earnings (OTE) range for this position is £280,000−£420,000 (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.