M&T Bank is hiring a Sales Engineering Director - Cloud, Data/AI

At M&T Bank, the Sales Engineering Director for Cloud and Data/AI provides strategic technical direction and business guidance for the practice. You will be responsible for leading a team of Sales Engineering Managers and Sales Engineers, with direct customer interaction and collaboration with sales and vendor management.

What You'll Do

• Recruit and hire new Sales Engineering Managers and Sales Engineers.
• Train, develop, and mentor direct reports to effectively drive and service suppliers, vendors, partners, and sellers.
• Act as an escalation point for your team.
• Present sales engineering and services value to prospective customers and technical/non-technical audiences.
• Contribute to the formulation of strategies and technical approaches, including pre-sales planning and marketing campaigns.
• Collaborate with aligned sales leadership to ensure teams work together to achieve assigned goals.
• Coordinate with business leaders to hit KPI goals and optimize rebates and revenue.
• Manage and track sales engineering engagement and strategic programs to drive revenue and margin.
• Shadow team members to provide feedback and coaching.
• Foster channel partner relationships with an emphasis on technical leadership.
• Provide technical leadership in partner interactions, sharing practice area trends and best practices.
• Act as a floating Sales Engineering Manager to fill in for team members during resource conflicts.
• Drive constant improvements within the team tracked weekly, monthly, quarterly, and year-over-year.
• Manage direct sales, supplier/vendor, and partner relationships.

What We're Looking For

• Must possess and demonstrate successful strategic Sales Engineering leadership experience in previous roles.
• Extensive industry experience with Cloud and Data/AI vendor solutions, partner programs, and certifications, with specific focus on Microsoft, AWS, GCP, Nvidia, and the AI ISV ecosystem.
• Broad industry knowledge of infrastructure solutions (e.g., Dell, HPE, IBM, VMware, Citrix, Rubrik).
• Understanding of FinOps with particular focus on CloudHealth and Apptio.
• Understanding of security technologies and leading vendors.
• Experience leading the development and utilization of multi-vendor technology lab environments.
• Experience driving sales of professional, managed, and support services.
• Excellent verbal and written communication skills.
• Must have experience utilizing Microsoft Office Products, SalesForce, and other presentation tools.
• Up to 25% travel.
• A 'whatever it takes' attitude and motivation to do whatever necessary to assist in closing a deal.

Team & Environment

Sales Engineering Managers within the practice report directly to the Sales Engineering Director. The SED reports directly to the Vice President, Sales Engineering and Services North America and has dotted line responsibility to Sales and Supplier/Vendor Management.

Benefits & Compensation

• Compensation range: $191,300.00 - $261,250.00.
• Medical, Dental, Vision Insurance.
• 401k, With Matching Contributions.
• Short-Term/Long-Term Disability Insurance.
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options.
• Paid Time Off.
• Tuition Reimbursement.
• Growth Opportunities.

Work Mode

This role is open to remote employees within the United States, specifically noted for Colorado.

Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status.