Senior Manager, Presale Practice

At SmartBear, we believe building great software starts with quality-and we're helping our customers make that happen every day. Our solution hubs-SmartBear API Hub, SmartBear Insight Hub, and SmartBear Test Hub, featuring HaloAI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations - including innovators like Adobe, JetBlue, FedEx, and Microsoft.

Senior Manager, Presale Practice

Why You Should Join Us:

• Innovate with Us: Advocate for proven, cutting-edge technology that drives real results.
• Collaborative Culture: Thrive in a dynamic, entrepreneurial environment where your expertise is valued.
• Focus on Impact: Support technical sales without the hassle of quotas or cold calling.
• Grow and Lead: Access the tools and training you need to become an industry leader.
• Stay Ahead: Engage with the latest software innovations through webinars, tradeshows, and more.

About the Role:

The Presales Practice Manager plays a crucial role in enabling the efficiency and effectiveness of the presales function. This individual will support and develop high-performing sales engineers, solution architects, sustomer success engineers, and account executives by driving tight collaboration between the go-to-market and product organizations and ensuring alignment with SmartBear's broader revenue growth and retention strategies. This role will focus on optimizing process and data & reporting, managing presales-specific tools, content coordination, collaboration & communication, and ensuring presales go-to-market readiness. The ideal candidate is process-oriented, tech-savvy, and thrives in a cross-functional environment.

As a Presales Practice Manager will be responsible for:

• Collaboration with Product & Product Marketing: There should be no light between products and presales. Ensure the voice of customer and voice of sales is considered in positioning and product roadmap. Owns of the GTM/Product feedback loop, including maintaining regular cadences, a centralized feedback repository, and win/loss analysis.
• Process Optimization: Collaborate with leadership to streamline and standardize presales processes, including how the team collaborates with other organizations, demo environment & deployment strategies, and solution design documentation.
• Presales Field Readiness: Owns the continuous product and technical enablement strategy and closely collaborates with the sales enablement and product teams to facilitate enablement execution. Enablement strategy is formed by a combination of alignment with the product roadmap and a measuring current state of presales skill readiness.
• Content Coordination: Assist in the creation, organization, and maintenance of reusable technical content, including the Consensus platform, customer onboarding content, demo narratives, and solution briefs. Acts as a partner to product marketing ensuring consistency in execution of events and content.
• Tool Management: Manage and support key presales systems (e.g., CRM, central product feedback repository (Jira), demo platforms, knowledge bases), Consensus, HeyGen.
• Data & Reporting:Track and report on presales activity, win/loss analysis, skills matrices, resource utilization, customer onboarding progress, and other key performance indicators (KPIs).
• Demos & Demo Narratives: Engage the presales teams to determine how to ensure complete product and use-case coverage is represented in demo systems and ensure presales SEs are executing their customer engagements consistently through shared best practice and standardized demo narratives.
• Strategize for Success: Partner with the VP of Solution Engineering, and other senior leaders to develop winning field execution strategies focused on SmartBear solutions.
• Travel Occasionally: Travel to SmartBear offices and trade shows-perhaps 10% to 20% at most.

We Are Looking for You if You Have:

• Technical degree or related field.
• 3-5 years of experience defining and executing winning strategies in sales, presales, sales operations, or enablement roles
• Experience with positioning software solutions in large enterprise accounts.
• The ability to support ongoing team member growth and development including recruiting, hiring, training, and mentoring.
• An understanding of the needs of software sales organizations and the ability to develop strategies or plans ensuring ongoing support for those needs.
• Experience with driving strategic initiatives and programs as needed to support the growth of the business.
• Experience defining key value propositions and communicating them to customers.
• Experience partnering with product teams to identify product and technology gaps within the products and present a remediation point of view to product and leadership teams.
• Work with the team to discuss, plan and implement process improvements
• Evaluate team members regularly through analysis of direct observation, peer feedback, and sales feedback
• Experience working in organizations who leverage marketplace-based and/or cloud-based tools and services.
• Familiarity with software development, quality automation, API software, performance monitoring, or other software quality-related fields is advantageous.
• Ability to travel (approximately 10-20% of the time).
• You embody our core values: Smart, Open, Driven, Accountable, Curious.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically - the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We've won major industry(product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

#LI-AJ1