Solutions Engineering Manager

As a Solutions Engineering Manager at Acronis, you will join an amazing, global team of smart, passionate and knowledgeable Solution Engineers. Your key priority will be to work closely with the Sales Team to execute technical pre-sales and post-sales activities that will advance all aspects of the sales cycle. You will also be focused on managing and developing the Solutions Engineering function in LATAM, aiming at proactively addressing customer's business objectives and technical challenges. You will work directly with partners and customers to fully understand their requirements in Cyber Security, Data Protection and Disaster Recovery, and then articulate the features and benefits of the appropriate Acronis solutions to drive adoption of our products and services.**WHAT YOU'LL DO**- Manage and develop LATAM Solutions Engineering function, including developing and establishing the security business, through continuous cycle of gap analysis, strategic planning, facilitating, organizing resources and implementing changes, executing quality control- Partner with Sales and Marketing leadership to generate and grow net new revenue for the company within the region.- Manage and develop geo-distributed teams of Solutions Engineers, growing teams competencies and performance against company targets- Work closely with Sales Leaders to develop a territory and per-account strategy and accurately forecast on technical opportunity details- Drive Solutions Engineering team development and training including detailed knowledge of industry trends, business acumen, communication skills, etc., enabling them to be effective in their role- Define, implement and embrace frameworks and tools to increase Solutions Engineering team efficiency- Work with Acronis Sales, Marketing, Product Management, Engineering, Datacenter Operations, Support and Professional Services teams to establish communication channels and interaction processes leading to efficient collaboration- Build and develop relationships with key stakeholders and influencers within prospective accounts with a significant focus placed on continuous discovery, gap analysis and new opportunity development.- Participate in onsite and remote meetings and events with prospective customers and partners as Acronis technology senior expert, conduct demos and pitch Acronis products and technologies throughout the sales cycle.- Deliver presentations to customers, partners and public audiences on Acronis' technology and solutions. Position compelling solutions targeted at solving the customer's business problems, over and above specific technical requirements, and acting as technical advisor to the customer.- Facilitate and drive projects involving Solutions Engineering and external Teams focused on net new customers and partners acquisition, as well as development of existing customers and partners- Develop and maintain a thorough knowledge of Acronis products and services as well as the competitive landscape. Maintain knowledge on major industry developments and be capable of handling customer inquiries on these matters.- Analyze prospective partner and customer technical and business requirements including go to market strategy, security, audit, retention, and other policies associated with protection or transfer of the data.- Develop business proposals outlining Acronis solution to identified business, regulatory, and internal policies & requirements, and develop responses to RFIs and RFPs.- Facilitate and manage customer evaluations, and proof of concept activities for Acronis' solutions. Perform technical issues troubleshooting, and drive issue resolution during the pre-sale process.- Provide customer and market input to Product Management, Engineering, Customer Service, and other pertinent groups within Acronis.- Delivering Acronis trainings to partners and conduct hands-on demonstrations and knowledge transfer of Acronis solutions to customers/channel partners.**WHAT YOU BRING (EXPERIENCE & QUALIFICATIONS)**- Bachelor's degree in computer science or related field (IT security, software engineering and such)- At least 6 years of experience in IT/Software Development/Solutions Selling- At least 2 years of experience in a leadership role within IT industry with strong people management experience across geo-distributed teams- Experience ideally based around SaaS, Security, Cloud, or Hosting Services. Experience with storage and/or backup software and hardware is a plus.- Technical Knowledge should include working knowledge of many of the following:- Backup/Recovery, DR and BC (Business Continuity)- Virtualization and Could Computing platforms like VMware, Hyper-V, KVM, AWS, Azure, Google Cloud, Scale- Experience with Operating Systems - Linux (preferred) / Unix / Windows/ macOS- IT Security concepts and fundamentals and/or experience with IT system administration or network administration:- DLP - Data Loss Prevention- EDR - Endpoint Detec