Manager, Enterprise Technical Sales

Manager, Technical Sales – Enterprise Accounts

The Manager, Technical Sales – Enterprise Accounts leads a team of Account Technical Leads (ATLs) and Technical Specialists (TSs) to achieve enterprise sales targets. This role owns the overall technical sales strategy for assigned enterprise accounts, aligning technical execution with Account Executive (AE) forecasts and driving effective technical orchestration across regions and industries. Success in this role requires strong people leadership, strategic and analytical thinking, business acumen, deep customer engagement, and value based selling expertise.

Key Responsibilities

• Team Leadership
• Lead, coach, and motivate a team of ATLs and TSs to consistently achieve sales targets and quota attainment.
• Manage work primarily through managers and mid level individual contributors responsible for multiple related teams.
• Technical Strategy & Execution
• Own the overall technical sales strategy, orchestration, and execution across enterprise accounts.
• Ensure technical engagement is aligned to priority accounts and opportunities to maximize deal impact.
• Forecast & Deal Alignment
• Align technical sales insights with AE forecasts, ensuring realistic technical validation timelines and proactive risk mitigation.
• Ensure technical teams support attainment of 100% of assigned sales targets and quota.
• Technical Orchestration & Pipeline Health
• Drive technical orchestration across regions and industries to ensure pipeline coverage, quality, and health for both net new and expansion opportunities.
• Insights & Feedback
• Aggregate insights from technical sales activities and provide structured feedback to leadership to inform strategy, enablement, and execution improvements.

Skills & Core Competencies

• Leadership & Communication: Ability to engage a diverse group of stakeholders through clear, compelling communication that drives alignment and execution.
• Strategic Planning: Translates company strategy into technical sales plans aligned with product portfolio and enterprise objectives.
• Customer & Industry Acumen: Deep understanding of customer business models, industry trends, and competitive landscapes.
• Relationship Building: Builds long term customer and partner relationships and develops executive level advocates.
• Technical Sales Excellence: Strong in value engineering, ROI based selling, and technical objection handling within complex enterprise deals.

Account Team Collaboration

• Lead technical sellers in close collaboration with enterprise and emerging solutions sales teams to ensure tight alignment on validation and deal strategy.
• Partner with Customer Success to ensure end to end technical success and effective resource orchestration.
• Support sales leadership in validating expansion opportunities within enterprise accounts.
• Coordinate discovery, value engineering, demos, benchmarks, and evaluations to ensure accuracy and consistency of technical messaging.

Required Qualifications

• Bachelor's degree in Engineering, Computer Science, Business, or a related field, or equivalent practical experience.
• 8–12 years of experience in technical sales, sales engineering, solutions consulting, or enterprise technology roles.
• 3–5 years of people management experience leading technical or pre sales teams.
• Proven experience supporting complex, enterprise level sales cycles with multiple stakeholders.
• Strong understanding of value based selling, ROI modeling, and technical validation in large deals.

Preferred Qualifications

• Advanced degree (MBA or Master's in a technical field).
• Experience managing managers or multi layered technical sales teams.
• Background in enterprise software, SaaS, or platform based solutions.
• Experience working across global or multi regional sales organizations.
• Demonstrated success influencing executive level customer and internal stakeholders.