Manager, Solution Specialists
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About this role
About Kaseya
Kaseya is the leading provider of AI-powered IT management and cybersecurity software, serving Managed Service Providers (MSPs) and internal IT organizations worldwide. Our comprehensive platform helps organizations efficiently manage, secure, and automate their IT environments, driving operational efficiency and long-term business success.
Backed by Insight Partners, a leading global software investor, Kaseya has experienced sustained double-digit growth and continues to expand its global footprint. Today, Kaseya supports customers in more than 20 countries and manages over 15 million endpoints worldwide.
Founded in 2000, Kaseya was built by builders - and we're still building. We look for people who create rather than wait, who see a hard problem and lean in, and who treat challenges as raw material. At Kaseya, everyone plays a role in shaping the future of IT: whether you're in engineering, product, sales, marketing, customer support, or operations, your work helps protect, defend, and optimize IT environments across the globe.
We're building teams that grow, perform, and make an impact. If you're driven by the itch to make things better - a product, a process, a career - you'll fit right in.
At Kaseya, we don't just raise the bar. We build it.
Position Summary
Kaseya 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.
Additional information
Kaseya provides equal employment opportunity to all employees and applicants without regard to race, religion, age, ancestry, gender, sex, sexual orientation, national origin, citizenship status, physical or mental disability, veteran status, marital status, or any other characteristic protected by applicable law.
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