Director, Solution Advisory - Regulated Industries

What Youll Own

• Lead our technical Go To Market (GTM) strategy for Regulated Industries in partnership with our Sales Leaders
• Partner with Sales leaders and teams to support the sales of WalkMe through understanding of customer requirements, and demonstrating the value of how our software solves digital adoption over multiple use cases
• Align with Sales Directors & VP of Sales on current forecast and technical risk associated with in-flight deals.
• Utilize experience in Federal Civilian sectors and DoD to navigate complex regulatory environments, ensuring compliance and strategic alignment.
• Collaborate with cross-functional teams to help shape and execute the security roadmap for our infrastructure, ensuring robust security posture and compliance.
• Directly support a multi-office/remote team of  to assist them in moving deals forward
• Hire, train and retain an experienced team of Solution Advisors
• Comfortably lead by example and get hands-on in deals
• Partner with sales leadership and other teams to improve Net ARR on important accounts and advise the team on how to best use their resources
• Identify product gaps with customers and present to product leadership
• Contribute to the vision and strategy of the Solution Advisory team

What You Need to Succeed

• 8+ years of technical pre-sales experience preferably within a SaaS organization
• 2+ years of management experience preferably within a SaaS organization
• Proven experience in a leadership role within a pre-sales environment.
• Strong knowledge of FedRAMP, Impact Level 4, and related regulatory frameworks.
• Demonstrated experience working with Federal Civilian sectors and the DoD.
• Strong strategic thinking and problem-solving abilities.
• Experience with Enterprise SaaS applications
• Excellent coaching, writing, discovery and the ability to present in a sales capacity to C-Suite customers
• Familiarity building relationships with internal collaborators
• Challenge team and be challenged to achieve pre-sales goals
• Hire, ramp and retain a team of Solution Advisors
• Enthusiasm for increasing customer happiness and deepening customer relationships

What Sets Us Apart

• At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more.  We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace.   
• We seek to hire and develop the best talent, bringing a range of perspectives, experiences and background to the DAP category. This helps us better meet the diverse needs of our global communities and clients with creativity, insight, and market innovation.  We welcome and encourage applicants from across different genders, gender identity and expression, sexual orientation, race, age, national origin, citizen status, religion, body size, socioeconomic status, ability, neuro(a)typicality, physical appearance, veteran status or any other characteristic. 
• We value collaboration and understand the importance of a healthy work-life balance . To support, we offer: 
• Flexible Work Arrangements: We offer hybrid and flexible hours to help manage work commitments and personal life effectively.  
• Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
• Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering. 
• Comprehensive Health Care Coverage for our Employees and Families, 401(k) program with company matching (up to $5,000), and a vacation policy to encourage a healthy work-life balance.
• WalkMe is recognized as a Star Performer in DAP for the 2nd year in a row!
• WalkMe helps international companies such as: IBM, LinkedIn, Walgreens, Microsoft, Adobe, Hersheys, Quest Diagnostics and more!