Senior Director, Emea Pre‑sales ( Identity And Access Management /Cybersecurity) (Marbella)

Job Description

Company: One Identity

Location: US

Senior Director, EMEA Pre‑Sales 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. The role requires 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. Key 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 rhythm. Operational Excellence & Predictability:Assisting regional forecasting accuracy for presales capacity, deal support, and strategic pursuit. 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 Partnerships: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, Saa S 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 general presales strategy. Talent Management & Succession Planning:Recruit, develop, and retain top technical talent across EMEA. Build succession plans for managers and senior IC. Create a high‑performance environment with clear expectations and measurable outcomes. Ideal Profile & Qualifications Proven second‑line presales leader in enterprise Saa S or cybersecurity with 20–50+ team members. Strong operator: structure, cadence, clarity, and follow‑through. Experience stabilising and modernising a region during periods of change. 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. High‑velocity, high‑ownership mindset with excellent executive presentation skills. Ability to balance strategic thinking with hands‑on leadership;
thrives in a global environment. Success Criteria (First 12 Months) Region operates 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. Equal Opportunity Employer One Identity is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex, age, disability, sexual orientation, gender identity, marital status, or other protected characteristics under applicable laws. One Identity will not tolerate discrimination or harassment based on any of these characteristics. #J-18808-Ljbffr

Source: Recruit.net