Location: Gothenburg, Sweden
Employment: Employee
Languages: English, Swedish
Reporting to: VP of Sales
What We're Looking For
We are seeking an experienced people leader with a background in Sales Engineering, Technical Pre-Sales, Solution Consulting, or a similar customer-facing technical environment. This individual will lead and develop a geographically dispersed Sales Engineering team across North-West Europe, driving a culture of accountability, collaboration, coaching and high performance.
The ideal candidate will bring strong operational and commercial leadership skills, with a proven ability to create structure, improve processes, drive follow-up actions, and ensure consistent execution across the team. They should be comfortable partnering with Sales, Marketing, Product and senior stakeholders, while supporting customer and partner engagements and aligning Sales Engineering activity to business priorities.
Whilst a solid understanding of enterprise software, SaaS and technical sales cycles is important, this role is primarily focused on people leadership, process excellence, operational discipline and enabling the team to deliver exceptional customer and partner outcomes. Fluency in English and Swedish, experience with Salesforce, and the ability to travel regularly across the region are essential.
What’s in it for you?
The People - From our humble origins in our founder’s basement, to our industry-leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun.
The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the finish line. At SOTI, we have a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!
The Technology - You’ll get the chance to work with leading-edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners, including some leading tech giants that will keep you on the cusp of emerging technologies.
What You Will Do
-
Lead, coach and develop the NW Europe Sales Engineering team, creating a culture of collaboration, accountability, high performance and enjoyment at work.
-
Provide clear day-to-day leadership, including regular one-to-ones, spot coaching, field coaching, development planning and performance follow-up.
-
Build and maintain consistent Sales Engineering processes across the theatre, including ways of working, activity follow-up, opportunity support, handovers, validations and internal reporting.
-
Identify and drive process improvements that improve efficiency, consistency, customer experience and alignment with regional sales priorities.
-
Review and validate key Sales Engineering outputs, including customer-facing preparation, solution positioning, technical discovery quality, partner/customer follow-ups and progress against agreed actions.
-
Partner with the VP of Sales and regional Sales leaders to ensure Sales Engineering priorities, resource allocation and team activity are aligned to theatre objectives.
-
Use tools such as Salesforce and Workday for administrative visibility, team follow-up, reporting, workflow management and planning purposes.
-
Encourage practical use of AI tools to improve team productivity, streamline preparation, summarise information, support follow-up activity and improve operational efficiency.
-
Support the team in strategic customer, partner and OEM engagements, ensuring appropriate preparation, alignment and executive visibility where required.
-
Travel across the theatre to manage, coach and support the Sales Engineering team face to face, and to attend customer meetings, partner engagements, OEM sessions and trade shows alongside team members.
-
Act as a connector between Sales Engineering, Sales, Marketing, Product Management and other internal stakeholders, ensuring feedback, escalations and improvement opportunities are clearly communicated.
-
Support partner enablement activity, customer-facing presentations and technical discovery where leadership presence or additional support is required.
-
Track progress against agreed KPIs, operational priorities and follow-up actions, providing clear updates to senior leadership as required.
-
Contribute to regional and theatre initiatives by coordinating execution, assigning ownership, following up on actions and ensuring outcomes are delivered.
Experience You Will Bring
-
Experience in Sales Engineering, technical pre-sales, solution consulting, customer success, technical support leadership or a similar customer-facing technical environment.
-
Previous people management or team leadership experience, with a strong track record of coaching, mentoring and developing high-performing teams.
-
Strong ability to create structure, improve processes, follow up on actions, validate outputs and drive consistent execution across a geographically dispersed team.
-
Commercial awareness and understanding of how Sales Engineering supports revenue growth, customer confidence, partner enablement and sales execution.
-
Comfortable leading customer and partner conversations, supporting presentations and helping translate business needs into practical solution discussions.
-
Good working knowledge of enterprise software, SaaS and mobility solutions, with enough technical understanding to guide and support the team without needing to be the deepest technical expert in every area.
-
Strong stakeholder management skills, with the ability to collaborate effectively with Sales, Marketing, Product Management, partners, OEMs and senior leadership.
-
Experience using Salesforce for opportunity visibility, activity tracking, reporting or sales administration.
-
Experience using Workday or similar systems for people-related workflows, administrative follow-up or team management activities.
-
Practical experience using AI tools to improve productivity, streamline preparation, summarise information, support reporting or improve day-to-day ways of working.
-
Ability to plan, prioritise and manage work across a multi-country team while maintaining visibility of progress, risks and follow-up actions.
-
Strong communication skills in English and Swedish, both written and verbal.
-
Willingness and ability to travel across the theatre for team coaching, customer visits, partner/OEM meetings and trade shows.
Technical understanding
-
General understanding of enterprise mobility, SaaS solutions and customer-facing technical sales cycles.
-
Awareness of networking concepts, identity/access considerations, cloud environments and security principles relevant to customer conversations.
-
Ability to engage with technical specialists and internal teams to unblock issues, support escalations and ensure clear communication back to Sales and customers.
Nice to Have
-
Experience working with enterprise or large strategic customers.
-
Experience working with resellers, distributors, systems integrators, OEM partners or channel-led sales models.
-
Experience supporting partner QBRs, enablement sessions, trade shows or customer executive briefings.
-
Formal sales methodology exposure, such as Value Selling, SPIN, Miller Heiman or similar.
-
Experience with cloud-based and SaaS solutions.
-
Familiarity with JIRA or customer service / incident management platforms.
-
Relevant technical certifications or formal training experience are beneficial but not essential.
Use of Artificial Intelligence in Hiring
SOTI uses AI tools to support parts of our recruitment process, such as reviewing resumes, screening qualifications, and creating interview questions. These tools assist our team. Final hiring decisions are made by people, not automation. For privacy-related questions, please contact [email protected].
#LI-HJ1
