Note: The job is a remote job and is open to candidates in USA. Netskope is seeking a Vice President of Solutions Engineering for North America to lead and scale its regional Solutions Engineering organization. The role focuses on developing leaders and talent, improving pre-sales methodology and execution, partnering with Sales and cross-functional teams to drive revenue, and advancing customer-facing technical capabilities in cybersecurity and AI security.
Responsibilities
- Lead, develop and scale a high-performing Solutions Engineering organization across multiple countries, cultures, and markets
- Build and develop a strong leadership bench through the recruitment, coaching, development and retention of SE leaders and individual contributors
- Establish clear career paths, succession plans, performance standards, and talent strategies that support sustained organizational growth
- Build multi-year headcount, capacity, and productivity plans aligned to revenue objectives and business growth
- Establish an operating model that appropriately balances field coverage, strategic account support, technical specialization, partner engagement, and organizational efficiency
- Create a culture of accountability, continuous improvement, technical excellence, collaboration and customer focus
- Develop the next generation of SE leaders and ensure the organization can scale without becoming dependent on individual technical contributors or executives
- Own and continuously evolve the Solutions Engineering methodology across discovery, business and technical qualification, solution alignment, POV/POC execution, and technical close
- Establish consistent standards for technical qualification and customer validation, ensuring SE resources are focused on the opportunities with the highest potential business impact
- Drive consistent adoption of proven methodologies across countries and account teams while allowing appropriate flexibility for local market dynamics
- Establish a metrics-driven operating cadence across pipeline coverage, technical win rate, POV/POC conversion, sales-cycle velocity, capacity, productivity, and other leading indicators
- Identify systemic execution gaps and implement programs that improve technical performance, customer experience, and revenue outcomes
- Continuously improve the SE operating model through data, automation, AI-enabled workflows, and scalable technical processes
- Partner closely with regional and WW Sales leadership to align SE strategy, coverage, capacity and technical execution with revenue objectives
- Establish joint accountability with Sales for technical win rates, pipeline progression, deal velocity, POV/POC conversion and ultimately revenue
- Develop technical strategies for strategic accounts, competitive opportunities, and complex enterprise pursuits
- Ensure the appropriate level of SE engagement across opportunities based on deal size, complexity, strategic importance, technical risk and customer requirements
- Identify technical risk early in the sales cycle and establish mechanisms to proactively address obstacles to closing
- Coach SE leaders and teams to connect technical capabilities to customer business outcomes rather than simply demonstrating product functionality
- Partner with Product Management and Engineering to translate customer requirements, field intelligence, competitive insights, and emerging technology trends into actionable product and go-to-market priorities
- Establish structured mechanisms for capturing and sharing customer, competitive, and technical intelligence across the organization
- Ensure the SE organization maintains deep expertise across Netskope’s evolving portfolio and the broader cybersecurity landscape
- Help shape Netskope’s technical positioning, differentiation, and market strategy across SASE, SSE, ZTNA, data security, cloud security, and AI security
- Represent the technical voice of the region in company-wide GTM, product, and strategic planning
- Create a strong feedback loop between the field, Product Management, Engineering, Sales, and Marketing
- Lead the evolution of Solutions Engineering to support Netskope’s strategic direction in AI security and the transformation of enterprise security in the AI era
- Develop the organization’s technical and consultative capabilities to engage customers on emerging AI security challenges, use cases, risks, and opportunities
- Identify and implement opportunities to use AI, automation, data, and intelligent workflows to transform discovery, technical qualification, solution design, POV execution, and SE productivity
- Establish scalable mechanisms that enable SEs to conduct deeper customer, technical, and competitive research while reducing manual effort
- Drive the adoption of technology and automation that allows the organization to spend more time on high-value customer engagement and less time on repetitive operational activities
- Help position Netskope’s Solutions Engineering organization as a strategic differentiator in the rapidly evolving AI security market
- Build trusted relationships with CIOs, CISOs, CTOs and other senior technology executives at strategic customers and prospects
- Engage directly in the most strategic and complex opportunities where executive-level technical leadership can materially influence the outcome
- Lead or participate in executive briefings, strategic account engagements, customer advisory sessions, and industry events
- Coach SE leaders and teams on executive engagement, business-value selling, storytelling, and consultative technical leadership
- Represent Netskope’s technical vision and point of view with credibility across customers, partners, analysts, and the broader cybersecurity community
Skills
- Proven executive leadership experience building and scaling large, high-performing Solutions Engineering or technical pre-sales organizations within a high-growth B2B SaaS, cybersecurity, networking, cloud, or technology company
- Demonstrated success leading through leaders across multiple countries, cultures, and time zones
- A strong track record of recruiting, developing, and retaining high-performing SE leaders and building sustainable leadership succession
- Demonstrated experience designing, implementing, and continuously improving pre-sales methodology and operating models rather than simply managing an established process
- Strong understanding of modern cybersecurity and cloud technologies, including SASE, SSE, ZTNA, data security, cloud security, and AI security
- Demonstrated ability to translate complex technology into business outcomes and communicate effectively with CIOs, CISOs, CTOs and other senior executives
- Strong commercial acumen and understanding of enterprise sales cycles, technical qualification, POV/POC strategy, competitive selling, pipeline management and revenue execution
- Experience using data, automation, AI, and technology to improve organizational productivity, scale, and operating efficiency
- Exceptional communication, executive presence, strategic thinking, and cross-functional leadership skills
- Ability to operate effectively in a high-growth environment while balancing long-term organizational strategy with near-term business priorities
- Bachelor's degree in Computer Science, Engineering, or related field required
- MBA or advanced degree preferred
Benefits
- Candidates may be eligible for a stock award program.
- Candidates may be eligible for a comprehensive health plan.
Company Overview
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