Senior Channel Sales Engineer

About Commvault

Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks – keeping data safe and businesses resilient. The company’s unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data.

JOB DESCRIPTION:

The Senior Channel Sales Engineer (SE) is a technical sales support position responsible for arranging pre-sales engagement to current and prospective clients. The position requires a strong technical leader who understands how their decisions impact and influence the customer’s bottom line while driving revenue for Commvault.

The Senior Channel SE must be seen as a trusted advisor at all levels within an account (C-Suite, technical partners, etc.), as well as, be a team leader, mentor, guide, and chip in to overall success of Commvault. The Senior Channel SE drives or supports complicated sales opportunities by translating business requirements into solution technical requirements; coordinating technical expertise; sizing, defining delivery and deployment approach, timeline, and required resources; coordinating demonstrations and proof-of-concept; and supporting internal deal acceptance.

What You’ll Do…

• 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 Partner Business Manager and SE leadership. Senior Channel 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, partner facing 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.
  
  

Who You Are…

• 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.
• BS or MS degree in Computer Science/engineering or related and proven technical field experience in IT industry preferred.
• Sales methodology experience (MEDDIC, TAS, SPIN, Solution Selling, Challenger, etc.)
• Able to work remotely and autonomously
• Travel up to 50%
  
  

You’ll love working here because:

• High income earning opportunities based on self performance
• 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
• An inclusive company culture
• Generous global benefits
  
  

Thank you for your interest in Commvault. Total compensation for this role is market competitive, and within the below base salary range:

$134,300 - $247,300

We’re proud to offer competitive benefits that care for you and your family through our 401K plan, health benefits (including medical, dental, and vision available for families and domestic partners), and pet insurance for your furry family members. You can also find the details of our U.S. benefits by visiting benefits.commvault.com.

Commvault is an equal opportunity workplace and is an affirmative action employer. We are always committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status and we will not discriminate against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work.

Commvault’s goal is to make interviewing inclusive and accessible to all candidates and employees. If you have a disability or special need that requires accommodation to participate in the interview process or apply for a position at Commvault, please email accommodations@commvault.com For any inquiries not related to an accommodation please reach out to wwrecruitingteam@commvault.com.

For our Candidates to prioritize your security:

Commvault has been made aware of email and/or text correspondence scams that falsely state that the senders are from the Commvault HR team and/or a member of our leadership team. The scammers even conduct false interviews via email or text and then request personal information (name, address, birthdate, social security number, etc.) when returning the signed offer letter. Please note that Commvault does not conduct interviews by email or text, and we will never ask you to submit a W4 via email or prior to your first day of employment.

If you think you have been targeted in this recruiting scam, please reach out to us at wwrecruitingteam@commvault.com. You can also find more tips about job scams and how to avoid them on the FTC’s website.