Sales Engineering Director

Overview Senior Director, EMEA Pre Sales Reports 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 Alliances Role Overview The 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. This is a second line leadership role requiring 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. Responsibilities • Regional Leadership & Team Performance • Lead 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 rhythms. • Operational Excellence & Predictability • Assisting regional forecasting accuracy for presales capacity, deal support, and strategic pursuits. • 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 Partnership • Partner 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 Readiness • Ensure the team maintains deep expertise in IGA, PAM, AD Security along with 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 & Transformation • Lead 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 Planning • Recruit, develop, and retain top technical talent across EMEA. • Build succession plans for managers and senior ICs. • Create a high performance environment with clear expectations and measurable outcomes. Qualifications Leadership & Operating Experience • Proven second line presales leader 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 Competence • Deep 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 & Culture • High 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. Company Description One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyse information and infrastructure to help fuel innovation and drive their businesses forward. With team membe...