Vice President, Solutions Engineering EMEA

Location flexible in EMEA.

About the position:

Netskope is seeking an accomplished, strategic, and transformational leader to serve as Vice President, Solutions Engineering for EMEA. Reporting directly to the WW Head of Solutions Engineering, this executive will lead and scale a high-performing Solutions Engineering organization across a diverse, multi-country region.

The VP, Solutions Engineering will be accountable for building an organization that consistently translates customer requirements and business objectives into compelling technical outcomes, technical wins and revenue. This leader will work closely with regional and WW Sales leadership, Product Management, Engineering, Marketing, and other cross-functional teams to shape go-to-market strategy, improve technical win rates, accelerate sales cycles, and strengthen Netskope’s competitive position.

This is a leadership role centered on scaling people, leaders, methodology, technology, and execution. Individual technical delivery is secondary to building an organization capable of delivering consistent, high-quality technical outcomes at scale. The successful candidate will bring a strong combination of organizational leadership, commercial acumen, technical credibility, and executive presence.

The ideal candidate is a builder and change leader who has successfully transformed and scaled Solutions Engineering organizations in high-growth technology environments. They understand how to develop world-class talent, establish operating discipline, create scalable pre-sales methodologies, leverage data and AI to improve productivity, and build strong partnerships across Sales, Product, and Engineering.

Key Responsibilities

Organization Leadership, Scaling and Talent

• 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.

Pre-Sales Strategy, Methodology and Execution

• 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.

Revenue and Sales Partnership

• 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.

Product, Engineering and Market Leadership

• 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.

AI and Organizational Transformation

• 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.

Executive Customer Engagement

• 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.

Job Requirements:

• The successful candidate is a builder, operator and change leader.
• They know how to take a strong Solutions Engineering organization and make it significantly better by developing leaders, establishing operating discipline, improving methodology, creating organizational leverage and introducing new technology and AI-enabled ways of working.
• Commercially minded and understand that Solutions Engineering is a critical component of the revenue engine. They can move comfortably between strategic discussions with the executive team, revenue planning with Sales leadership, product strategy with Product Management, and coaching leaders on the execution details required to win.
• Technically credible without needing to be the deepest technical expert in the room. Their value comes from building an organization where exceptional technical talent can consistently perform, grow, and win.
• Comfortable operating in ambiguity, challenge conventional approaches, make data-driven decisions, and have the leadership presence to influence across a global organization.

Qualifications and Experience

• 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 a related field preferred. MBA or advanced technical degree is a plus.

 

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