Solutions Engineering Manager

Acronis is revolutionizing cyber protection—providing natively integrated, all-in-one solutions that monitor, control, and protect the data that businesses and lives depend on. We are looking for a Solutions Engineering Manager (LATAM) to join our mission to create a #CyberFit future and protect all data, applications and systems across any environment.

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.

The Solutions Engineering Manager has an instrumental role and impact on the success of Acronis' innovative and growing business, so we are looking for a highly-motivated individual who thrives in a fast-paced, rapidly-changing work environment. The ideal candidate will have the ability to motivate and mentor teams on how to adapt with Acronis transformation, and just like every member of the 'A-Team' they will embody all of our company values: responsive, alert, detail-oriented, makes decisions, and never gives up.

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.
• Deliver Acronis trainings to partners and conduct hands-on demonstrations and knowledge transfer of Acronis solutions to customers/channel partners.

WHAT YOU BRING

• 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:
• IT Storage software and computing architectures, including experience in storage and storage infrastructure, networks, operating systems and applications.
• Backup/Recovery, DR and BC (Business Continuity).
• Virtualization and Cloud 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 Detection and Response.
• SIEM – security Information Event Management.
• IDS/IPS – Intrusion Detection/Prevention systems.
• Firewall, Penetration Testing, Compliance, Antispam, Encryption, Web Security, URL filtering.
• To be successful in the role of a Solutions Engineer Manager you will need to leverage a wide range of skills to solve problems and build relationships both internally and with partners and customers so we are looking for someone who is:
• Self-motivated, customer oriented, resourceful and enthusiastic, showing an intense entrepreneurial mindset.
• A good listener, creative, intuitive, and has the ability to resolve problems in potentially stressful situations, eager to do more and help out, views challenging situations as opportunities.
• Confident and assertive professional, acting as an independent but also capable of working effectively within a diverse and collaborative team.
• Display effective management of time and resources with strong project management skills.
• Articulate, persuasive and polished oral and written communicator, able to effectively discuss and negotiate around technical issues, leveraging exceptional presentation skills.
• Ability to absorb specialized knowledge quickly and develop new skills.
• Ability to translate customers business requirements into technical solutions which deliver genuine benefits back to the business.
• Ability to travel up to 50% of time.
• Must be located and eligible to work in the LATAM region.

WHO WE ARE
Acronis is a leading backup software, disaster recovery, and secure data access provider to consumers, small-medium businesses, and enterprises. Acronis solutions include physical, virtual, and cloud server backup software, storage management, secure file sharing, and system deployment. Powered by the Acronis AnyData Engine, Acronis products provide easy, complete, and safe solutions for data in local, remote, cloud, and mobile devices. When it comes to delivering the new generation of cyber protection solutions, Acronis is the undisputed leader.
Acronis recognized as a 2018 Gartner Peer Insights Customers' Choice for Data Center Backup and Recovery Solutions.

Acronis is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, marital status, national origin, physical or mental disability, medical condition, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, gender identity or expression, or any other characteristic protected by applicable laws, regulations and ordinances.