Note: The job is a remote job and is open to candidates in USA. Commvault provides cyber resilience through data protection, data security, data intelligence, and recovery solutions. The SHI Channel Sales Engineer is responsible for supporting pre-sales engagements, acting as a trusted technical advisor, and driving revenue through complex sales opportunities. The role translates business requirements into technical solutions, coordinates demonstrations and proof-of-concepts, and enables channel and alliance partners.
Responsibilities
- Work as part of the account team to formulate and produce territory plans, account strategies, and sales plans including engaging specialist resources for accounts determined by the Sales and SE Manager. SE will as well develop new opportunities within the assigned territory
- Anticipate technology trends and successfully build positive relationships with external partners and internal departments (sales, support, business units, product management, marketing, development), as appropriate, to ensure success during sales campaigns and/or to ensure the customer experience is extremely positive
- Adopt calling on senior level IT leadership often without account executive present at the same time and engage with the customer to qualify and understand key technical, financial, operational, and business issues that can be addressed with anyone or all of Commvault products
- Proactive in establishing relationships with technical decision makers within end-user accounts and driving detailed, executable Technical Account Plans for all focus targets and current customers using Commvault Target Account Selling methodology for both open opportunities and ongoing customer happiness
- Distill the pre-sales discovery into a concise message, outlining the salient technical, business, operational, and financial inefficiencies/challenges that Commvault addresses with its products
- Collaborate with the creation and presentation of a case to any and all business sponsors (i.e., C-level executives, technical partners, etc.) in support of the Commvault solution
- Propose and professionally demonstrate Commvault products through the use of presentations, existing customer solutions, white board, demo’s, pilots, "proof-of-concepts", etc
- Actively participate in all Sales and regional meetings, QBRs, making valuable contributions and technical leadership on all topics (field marketing, qualifying, etc.)
- Provide technical expertise and enablement support for the channel and alliance partners as needed
- Continuously develop and maintain technical and market expertise through training, certifications, conferences, etc
- Keep senior management and relevant internal groups well informed of key issues and changes which may impact encouraged business results through business reviews and Salesforce.com documentation
- Assist with potential product or process improvements to appropriate internal groups and participate where vital in formulating innovative solutions
Skills
- 5+ years in the software or storage industry; 3+ years of proven experience serving in a pre-sales sales engineer role
- Demonstrates solid experience delivering, presenting, selling, supporting assigned Enterprise /Commercial Clients and/or territories
- Provides strong competitive knowledge
- Proven strong experience selling, conducting Proof of Concept, architecting data management solutions (backup and recovery, data migration, replication, compliance, SRM, etc.)
- Work in a rapid growth environment where priorities, roles and responsibilities are continuously updated to meet market and customer demands
- Experienced in participating in and establishing teams of specialists to support customers and sales cycles to successful outcomes
- Basic knowledge with common Software licensing practices (cloud, perpetual, term, maintenance)
- Specialized knowledge/skills and demonstrated proficiency with at least one major open systems operating system, hypervisor or cloud
- Enterprise application exposure or knowledge of SAP, Oracle, Exchange, db2, SharePoint, etc
- Solid knowledge of infrastructure technologies such as storage, servers, networking, cloud, hyper-convergence, etc
- Requires strong consultative selling skills which pair product expertise with business and industry foresight. Solid experience with case creation and TCO modeling are definite pluses
- Success penetrating and managing a minimum of three major accounts (Fortune 500-1000)
- Ability to work in an organized, procedural manner using tools such as Salesforce.com to facilitate process and information organization
- Sales methodology experience (MEDDIC, TAS, SPIN, Solution Selling, Challenger, etc.)
- Able to work remotely and autonomously
- Travel up to 50%
- BS or MS degree in Computer Science/engineering or related and proven technical field experience in IT industry preferred
- Ideal candidates will either live in Austin, TX or NJ and have experience with SHI
Benefits
- Opportunity for Presidents Club
- Employee stock purchase plan (ESPP)
- Continuous professional development, product training, and career pathing
- Sales training in MEDDIC and Command of the Message
- Able to work remotely
Company Overview
Company H1B Sponsorship