Director, Sales Engineering - Military veterans preferred

Kastle Systems


Director, Sales Engineering

US-VA-Falls Church

Job ID: 2025-4332
# of Openings: 1
Category: Sales
Kastle - Falls Church

Overview

Join the leader in providing smarter solutions for a safer world.

The property technology space is growing rapidly, and Kastle Systems is leading the way. Kastle Systems is the leader in managed security, with a track record of introducing innovative technologies to serve over 460M square feet of real estate globally. Clients span the commercial and multifamily real estate, education, and construction industries and the customers they serve. Delivering a world class customer experience drives everything we do, and Kastle’s mission is to be our customers’ best service provider and to ensure that their security the most effective, efficient and convenient. Kastle's integrated security solution, including access control, video, and remote video monitoring, significantly reduces costs and improves the critically important 24x7 performance for building owners, developers and tenants.

The Director of Sales Engineering manages the overall sales engineering practice at Kastle Systems. The Director manages, trains, coaches, and develops of a team of Sales Engineers who design, quote, and support Kastle’s sales and project management teams for property technology solutions, including touchless technology, video, and electronic security system infrastructure to ensure the safety of our clients. This role works with the sales team to identify customer needs and propose innovative design of security solutions, including Access Control, Video Surveillance, and Visitor Management. The ideal candidate will provide technical leadership on company product offerings, pricing, and guidance on increasing sales opportunities. This role will establish company-wide standards for sales engineering as itrelates to turnaround time and output to be delivered to the sales organization.

Sales Engineering Operations
• Identify customer needs and propose innovative solutions with vertical and geographic insights.
• Partner with regional leadership on the direction of Sales Engineer’s collaboration with clients and sales.
• Standardize expectations across all Sales Engineers.
• Ensure standardization enables successful presentation and demonstration of products to clients.
• Collaborate internally to ensure product reliability, provide product feedback, and define new products.
• Increase sales opportunities by providing technical leadership on product offerings and guidance.
• Provide support for the sales teams, establish and manage scheduling capabilities, and allocate resources.

Sales Strategies Development & Execution
• Foster positive business relationships with new and existing customers.
• Oversee internal teams to propose and develop enhancement plans of internal systems, such as CPQ, CRM, AX, and others.

• Partner with sales to strategize sales approaches and ensure attainment of sales quotas.
• Assist Executives and Senior Directors in defining organizational goals and strategic plans.

People Development
• Define the ideal candidate profile for successful Sales Engineers at Kastle Systems.
• Update job descriptions, training materials, and hiring processes.
• Coach and develop a high performing team of Sales Engineers.
• Establish career paths for the Sales Engineering organization.
• Performance management of the team.

Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

• Bachelor of Sciences degree in Engineering, Computer Science, or equivalent combination of education and experience required.
• Minimum of 7+ years of relevant experience, with minimum of 3 years of experience as a leader or manager of ‘technical’ sales engineer or solutions engineer team with a B2B technology or physical access control systems desired.
• Strong leadership to own the SE organizational processes and lead all technical aspects of the sales process required.
• Strong experience in assessing capabilities of team members, developing, and improving SE expertise, establishing scalable processes and standards of SE team responsibilities nationally/globally highly preferred.

• Deep understanding of Internet (IP, routing, network, security, active directory, etc.) and IT systems hardware installation / service required. Technical understanding of Access Control Systems, video/CCTV technology and electrical engineering a definite plus.
• Ability to develop strong, trusted relationships with clients (internal and external), with strong desire for excellent customer assistance required. Ability to interface and communicate with clients and coworkers in a clear and professional manner expected.
• Proactive attitude to solving challenges/problems, having demonstrated initiatives in business process improvements in prior work experiences a plus.
• High level of competency and proficiency in CRM, customer support / ticketing software, and Microsoft Office Suite applications.
• Excellent writing and verbal skills. Experience creating detailed technical proposals and implementation plans. Writing samples will be requested.
• Excellent organizational skills – ability to simultaneously manage multiple tasks / tracks of follow up meetings/communications.
• Available and flexibility to work long hours as needed to complete urgent and required responsibilities.
• Ability to work well under pressure.
• Clear speaking voice and excellent telephone/web conference manner.
• Must be willing to travel extensively as required (up to 50% of time expected).

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