26WD98999
Role Overview
The Senior Manager, Technical Sales – Emerging Technologies - Fusion leads and develops a team of Technical Specialists (TSs) supporting emerging technology solutions across enterprise accounts. This role owns the overall technical sales strategy, ensuring technical engagement is aligned with account priorities, sales forecasts, and growth objectives.
The Senior Manager serves as a strategic leader and advisor—aligning technical sales insights with sales team forecasts, driving technical orchestration across regions and solution areas, and providing structured, strategic feedback to senior leadership.
Key Responsibilities
People & Organizational Leadership
• Develop, motivate, and lead a team of Technical Specialists to consistently achieve sales targets and quota.
• Manage work primarily through managers and senior level individual contributors responsible for multiple related teams.
Technical Strategy & Orchestration
• Own and execute the overall technical sales strategy for emerging technologies.
• Ensure technical engagement is strategically aligned with account priorities to optimize deal outcomes.
Forecast & Risk Alignment
• Align technical sales insights with sales team forecasts, ensuring realistic technical validation timelines and proactive risk mitigation.
Sales Performance & Pipeline Health
• Ensure Technical Specialists achieve 100% of assigned sales targets and quota.
• Drive technical orchestration across regions, emerging solution functions, and industries to ensure strong pipeline coverage, quality, and health for both new and expansion opportunities.
Insights & Executive Feedback
• Aggregate insights from technical sales activity and deliver structured, strategic feedback to leadership and cross functional partners.
Skills & Core Competencies
Leadership & Communication
• Lead the development of compelling technical and business narratives.
• Engage a diverse set of internal and external stakeholders through clear, impactful communication.
Strategic Planning & Business Acumen
• Develop and execute strategic plans that align technical capabilities with product portfolio and long term business objectives.
• Apply strong business acumen to align customer needs, industry trends, and competitive dynamics with solution strategy.
Customer & Relationship Leadership
• Build and maintain long term, executive level customer and partner relationships that drive trust and advocacy.
Technical Sales Execution
• Lead value based selling and value engineering efforts, integrating technical execution with commercial deal strategy, ROI modeling, and objection handling.
Account & Cross Functional Collaboration
• Lead technical sellers in close collaboration with Account Executives, Sales Specialists, and Emerging Technologies sales teams to ensure tight alignment on technical validation and deal strategy.
• Partner with Customer Success to oversee end to end technical success and effective orchestration of resources.
• Support sales leadership in validating expansion opportunities within existing accounts.
• Oversee discovery, value engineering, product demonstrations, benchmarks, and evaluations to ensure consistency and accuracy of technical messaging.
Required Qualifications
• 10–15 years of experience in technical sales, sales engineering, solutions consulting, or enterprise technology roles.
• 5–7 years of people management experience, including leading managers and/or senior level technical professionals.
• Proven experience supporting complex, multi stakeholder enterprise sales cycles, particularly for emerging or innovative technologies.
• Strong background in value based selling, ROI analysis, and executive level customer engagement.
• Bachelor’s degree in Engineering, Computer Science, Business, or a related field, or equivalent practical experience.
Preferred Qualifications
• MBA or advanced technical degree.
• Experience leading emerging technology or innovation focused sales motions within a large enterprise or global organization.
• Demonstrated success managing multi regional or matrixed technical sales teams.
• Strong executive presence with the ability to influence C level and VP level stakeholders.
• Experience shaping or influencing product, solution, or go to market strategy based on field insights.
RS27
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