Descripción de la oferta
Senior Director, EMEA Pre‑SalesReports to: VP Global Technical Sales (Patrick Hunter)Location: EMEA (UK preferred, but open across region)Span: 3 first‑line managers, 24 engineers, 1 bid manager, cross‑functional alignment with Sales, CS, PSO, Product, and AlliancesRole OverviewThe Senior Director, EMEA Pre‑Sales is responsible for leading, scaling, and modernising the EMEA Technical Sales organisation. This leader will drive operational excellence, elevate technical credibility, and partner with regional Sales leadership to deliver predictable growth across the whole region. The role requires a strong operator who can bring structure, cadence, and clarity to a diverse, high‑performing team. The Senior Director will coach managers, strengthen execution discipline, and ensure the region consistently delivers high‑quality customer engagements, competitive deal strategy, and technical excellence. The ideal candidate is a modern presales leader: data‑driven, commercially mature, technically credible, and comfortable navigating a high‑growth, high‑change SaaS environment.Key ResponsibilitiesRegional Leadership & Team PerformanceLead and develop three first‑line Pre‑Sales Managers and a team of 24+ engineers across EMEA.Build a culture of accountability, coaching, and continuous improvement.Ensure consistent execution across all territories, segments, and verticals.Drive clarity of roles, expectations, and operating rhythm.Operational Excellence & PredictabilityAssist regional forecasting accuracy for presales capacity, deal support, and strategic pursuit.Implement and enforce operational cadences: QBRs, technical win reviews, deal strategy sessions, and use data to drive growth.Drive adoption of global processes, methodologies, and tools.Ensure predictable, repeatable execution across the region.Commercial PartnershipPartner with the regional Sales VP to support pipeline generation, deal strategy, and competitive positioning.Act as the senior technical voice in major pursuits, escalations, and executive briefings.Strengthen alignment with Customer Success, Professional Services, and Product to ensure end‑to‑end customer value.Technical Excellence & Field ReadinessEnsure the team maintains deep expertise in IGA, PAM, AD Security, and general cybersecurity knowledge, SaaS architecture, and product roadmap.Partner with Product and Enablement to drive readiness, messaging consistency, and competitive differentiation.Champion modern presales practices including value engineering, ROI modelling, and technical storytelling.Strategic Initiatives & TransformationLead regional initiatives to modernise presales: AI‑enabled workflows, demo innovation, lab environments, and content automation.Drive cross‑functional collaboration with Marketing, Alliances, and Sales Ops to support regional growth strategies.Represent EMEA in global leadership forums and contribute to global presales strategy.Talent Management & Succession PlanningRecruit, develop, and retain top technical talent across EMEA.Build succession plans for managers and senior IC.Create a high‑performance environment with clear expectations and measurable outcomes.Ideal ProfileLeadership & Operating ExperienceProven second‑line presales leadership in enterprise SaaS or cybersecurity.Demonstrated ability to lead managers and scale technical organisations of 20–50+ people.Strong operator: structure, cadence, clarity, and follow‑through.Experience stabilising and modernising a region during periods of change.Commercial & Technical CompetenceDeep understanding of enterprise sales cycles, deal strategy, and competitive dynamics.Strong technical credibility in IAM, cybersecurity, or adjacent enterprise software domains.Comfortable engaging at C‑suite level with customers and internal executives.Execution & CultureHigh‑velocity, high‑ownership mindset.Excellent communicator with strong executive presence.Able to balance strategic thinking with hands‑on leadership.Thrives in a global environment.Success Criteria (First 12 Months)Region operating with predictable cadence and consistent execution.Strengthened partnership with the EMEA Sales VP and improved deal strategy discipline.Improved presales forecasting accuracy and capacity planning.Increased win rates in strategic pursuits through measurement and improvement.Clear succession plans for all three managers.Stronger technical readiness and competitive positioning across the region.EMEA recognised as a stable, high‑performing region within global presales.Diversity & InclusionOne Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind. One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages.
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