Channel Sales Engineer

Commvault-posted 6 days ago

Full-time • Mid Level

Washington, DC

1,001-5,000 employees

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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. The Regional Channel Sales Engineer (SE) is a critical role within our channel/partner ecosystem. This position focuses on our Federal Partner Ecosystem and demands a strong technical leader capable of engaging with both current and potential clients, translating complex technical concepts into actionable business solutions. The SE should be a trusted advisor at all levels of an account, from C-suite executives to technical partners. They will lead, mentor, and guide teams, contributing significantly to Commvault's overall success. The SE will drive or support complex sales opportunities by translating business needs into specific technical solutions, coordinating technical resources, defining delivery and deployment strategies, assisting with product demonstrations and proof-of-concept activities, and supporting the internal deal acceptance process. Candidate must be located in Virginia or the Washington, DC Metro area

Work as part of the Channel sales team to formulate and produce territory plans, account strategies, and sales plans including engaging specialist resources for partner lead accounts determined by the Channel Sales and SE leadership. 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.
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 all business sponsors (i.e., C-level executives, technical partners, etc.) in support of the Commvault solution and our business partners.
Propose and professionally demonstrate Commvault products using presentations, existing customer solutions, white board, demo’s, pilots, "proof-of-concepts", etc.
Actively participate in 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.

5+ years in the software or storage industry; 3+ years of proven experience serving in a Partner/Channel 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, architecting data management solutions (backup and recovery, data migration, replication, compliance, SRM, etc.) and assisting with Trials and Proof of Concepts.
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.
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.)
Success penetrating and managing major accounts (Fortune 500-1000).
Able to work remotely and autonomously.
Travel up to 50%.

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
Generous competitive benefits supporting your health, financial security, and work-life balance

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