Position SummaryKaseya is seeking a Manager, Solution Specialists to lead, coach, and scale a team of product-focused sales experts who partner with our account management organization to cross-sell Kaseya's products into our existing customer base. This is a player-coach leadership role for someone with strong B2B/SaaS sales management experience and a technical aptitude for IT and security software.
You will be responsible for the performance, development, and productivity of your Solution Specialist team - ensuring they operate as trusted, go-to technical sales resources for Account Managers, consistently hit quota, and drive measurable revenue growth across one to three product lines.
Key Responsibilities- Hire, onboard, coach, and develop a high-performing team of Solution Specialists.
- Set clear individual and team quotas, KPIs, and performance expectations; manage performance reviews and improvement plans as needed.
- Act as the escalation point and strategic advisor for complex, high-value, or stalled opportunities within the team's pipeline.
- Partner closely with Account Management and Sales leadership to align cross-sell strategy, territory/account coverage, and resource allocation.
- Drive product expertise and consultative selling skills across the team, ensuring Specialists remain evangelists and trusted technical resources for their assigned products.
- Oversee pipeline management and forecasting; deliver accurate, consolidated forecasting and pipeline reporting to senior leadership on a weekly basis.
- Establish and reinforce best practices, sales methodology, and playbooks for product demos, presentations, and consultative discovery.
- Analyze team performance data and market/competitive intelligence to identify coaching opportunities and areas for process improvement.
- Collaborate with Product, Marketing, and Enablement teams to ensure the team has up-to-date messaging, collateral, and training on new features and releases.
- Remove roadblocks by marshaling internal resources (technical, product, legal, etc.) to keep deals moving through the sales cycle.
- Foster a high-energy, accountable, and collaborative team culture aligned with Kaseya's values.
- Consistently lead the team to meet and exceed monthly and quarterly quotas.
Required Qualifications- 5+ years of B2B/SaaS sales experience, including 2+ years in a sales management, team lead, or player-coach capacity, ideally within inside sales or solution/product-specialist teams.
- Demonstrable track record of building, coaching, and scaling successful sales teams to meet or exceed quota.
- Technical knowledge and/or experience in security software or IT infrastructure sales.
- Strong technical understanding of technology and the ability to translate it into business value for customers and coach others to do the same.
- Experience partnering cross-functionally with Account Management, Product, and Marketing teams.
- Strong forecasting, pipeline management, and data-driven decision-making skills.
- Excellent communication, coaching, and relationship-building skills across all levels of an organization.
- Personable leadership style with high energy, enthusiasm, and the ability to motivate a telephone/virtual sales environment.
- Prior experience in the MSP or IT management software industry is a plus.
