Manager, Sales Engineering Federal

Open Source has taken over the world of software development; however, the largest trade-off still persists: security. Companies spend an enormous amount of time and resources patching and fortifying open source software in order to ship with confidence & compliance.

Founded by the industry's leading experts on open source software, security and cloud native development, Chainguard has built the largest library of open source software that is secure by default. Customers including Snowflake, Canva, and HPE rely on Chainguard to build securely with open source software across the organization.

Chainguard is the safe source for open source.

About Us

We live and breathe our company values:

We are customer obsessed - Our true advantage is the strength of our relationships with customers through collaboration, empathy, and responsiveness. We establish trust as we educate, advocate, and listen to their needs. Our focus is on delivering solutions to our customers that create value and make their lives better.

We have a bias for intentional action - We're a start-up and we need to move fast. However we need to move fast through intentional action to make sure we're able to deliver quickly and efficiently on what is most impactful to our collective success. We prioritize, plan, try things, and fail fast. We think about how what we do impacts other teams and communicate our progress - owning the whole solution from start to finish. If we move fast enough, we can make two or three mistakes, learn, and correct them before competitors even make their first decision.

We don't take ourselves too seriously (but we do serious work) - Though we are solving an important problem which takes focus and a degree of seriousness, we don't take ourselves too seriously while we do. We laugh, have fun, embrace uniqueness, and enjoy the journey. Together.

We trust each other and assume good intentions - We hire great team members and trust them to do their work. We're transparent with data, news, and decisions - positive or negative - to empower team members to make well informed decisions. Showing up for each other fully means we celebrate each other's accomplishments as well as give compassionate direct feedback when needed. We always default to assuming good intentions.

What you'll do:

• Partner with our Federal Sales Leader to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for federal clients.
• Lead and manage a team of sales engineers, providing guidance, mentorship, and professional development opportunities.
• Hiring/Staffing of Sales Engineers to support Chainguard's Federal business and its growth
• Set performance goals and conduct regular performance evaluations:
• Collaborate with the sales team to identify federal customer requirements and provide technical expertise during the sales process.
• Conduct product demonstrations, technical presentations, and proof-of-concept trials to showcase product capabilities.
• Design customized solutions that meet federal customer needs and requirements.
• Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans.
• Build and maintain strong relationships with key federal customers, acting as a trusted advisor.
• Provide ongoing technical support and address any issues or concerns that arise during and after the sales process.
• Stay current with industry trends, competitive products, and emerging technologies relevant to the federal sector.
• Provide feedback to product management on federal customer requirements and market demands
• Work closely with product management, engineering, and marketing teams to ensure alignment of federal strategies with product capabilities.
• Create and maintain technical sales collateral, including presentations, data sheets, and white papers pertinent to the federal practice
• Track and report on key performance metrics, including Tech Wins/Losses, POV Time to Close, ARR
• Identify areas for staff improvement and implement corrective actions as needed.
• Monitor expenses and ensure adherence to budgetary constraints

What we're looking for:

• Minimum of 5+ years experience in a Sales Engineering Leadership supporting clients in the Federal government
• Minimum of 4+ years experience as a Sales Engineer supporting clients in the Federal government
  Experience in the following areas:
  • Container technologies (Kubernetes, Serverless, Docker)
  • Cloud technology (AWS, Azure, Google, etc.)
  • Cloud security or containers security
• Experience with MEDDPICC and or Command of the Message sales frameworks
• Smart and passionate people that can persevere to success.
• People acting as trusted advisors, able to build credibility with customers.
• Strong team players committed to help and mentor their peers.

OTE is between $265,000 - $300,000 OTE (based on experience/location)

A few of the benefits we offer (for our full time employees):

• Equity/stock options
• Unlimited PTO
• Remote work with flexible coworking and team meetup opportunities
• Home office and internet stipend
• 100% health/dental/vision insurance coverage for you and your family

If your experience is close but doesn't fulfill all requirements, please apply. Chainguard is on a mission to build the best team. To achieve our goal, we are focused on hiring "Guardians'' with unique backgrounds, perspectives, and experiences.

Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

For US based roles - Chainguard participates in E-Verify and will provide the federal government with employee Form I-9 Information to confirm authorization to work in the U.S. Chainguard, Inc. only uses E-Verify once a candidate has accepted a job offer and completed the Form I-9. If E-Verify cannot confirm that an employee is authorized to work, Chainguard, Inc. will give the employee written instructions and an opportunity to contact the Department of Homeland Security (DHS) or Social Security Administration (SSA) so the employee can begin to resolve the issue before any adverse employment action is taken. For more information about your right to work, please see the Notice of Right to Work.

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