Strategic SaaS Sales Engineer (Remote - USA West)

Commvault•Washington, DC

4d•Remote

About The Position

Commvault is seeking a SaaS Sales Engineer to support the sales of its industry-leading Cyber Resiliency SaaS solutions. This role is part of a cloud-focused team of subject matter experts dedicated to expanding the company's next-generation business through emerging technology. The position is a technical sales role responsible for orchestrating pre-sales engagement with current and prospective customers. It requires a strong technical seller who understands how their decisions impact customer success and drive revenue for Commvault's SaaS offerings. The ideal candidate will be a proactive and motivated relationship builder, managing direct and indirect opportunities and activating foundational partners for the new product line. This is an opportunity for those ready for the excitement and challenge of a rapidly expanding business.

Requirements

BS or MS degree in Computer Science/engineering or related and proven technical field experience in IT industry preferred.
5+ years of technical pre-sales experience, preferably with cloud-focused software or storage solutions.
1+ years of experience with selling SaaS or subscriptions solutions highly desired.
Intermediate hands-on knowledge of public cloud platforms – AWS, Azure, GCP, OCI.
Comprehensive competitive landscape knowledge (Druva, Veeam, Cohesity, Rubrik, etc.).
Validated hands-on technical experience in the following areas: VMware or Hyper-V, AWS, Azure, Cloud Security Architecture, Enterprise Backup (highly desired), Windows/Linux, Kubernetes, Containers, Networking.
Enterprise application exposure or knowledge of SAP, Oracle, Exchange, O365, SQL, etc.
Experience building a partner ecosystem through product and/or GTM integration.
Strong consultative selling skills which pair product expertise with business, industry and competitive foresight.
Previous experience with case creation and TCO modelling are definite pluses.
Strong experience selling, conducting Proof of Concept (POC), and architecting SaaS data management solutions (backup and recovery, data migration, replication, cloud security, compliance, etc.).
Experience in a rapid growth environment where priorities, roles and responsibilities continuously evolve to meet market and customer demands.
Excellent written, presentation, and communication skills both in person and remotely; ability to build and maintain business relationships.
Ability to work with Salesforce.com to facilitate process and information organization.
Sales methodology experience (Command of the Message, MEDDIC, TAS, SPIN, Solution Selling, Challenger, etc.).
Able to work remotely and autonomously.

Nice To Haves

Enterprise Backup (highly desired)

Responsibilities

Engage as a regional SaaS subject matter expert for the SaaS Sales Specialists and Commvault’s field sales teams.
Work in conjunction with SaaS Sales Specialists to formulate and produce territory plans and account strategies as well as sales plans engaging and enabling Commvault’s field teams.
Aide in developing new opportunities.
Call on senior level IT leadership, often without Sales Specialist present, and engage with the customer to qualify and understand key technical, financial, operational, and business issues that can be addressed with SaaS solutions.
Support the growth of Commvault as a leader in Cyber Resilience by acting as a product evangelist, representing our company’s solutions to potential partners, and at industry events.
Proactively establish relationships with technical decision makers within end-user accounts for both target opportunities and ongoing customer happiness.
Conduct effective pre-sales discovery using concise messaging to outline the salient technical, business, operational, and financial inefficiencies/challenges that SaaS addresses with its solution.
Propose and expertly demonstrate Commvault’s technical value using presentations, existing customer solutions, white boarding, demos, "proof-of-concepts", etc..
Build positive relationships and partnerships across internal departments (sales, support, business units, product management, marketing, development) to ensure success during sales campaigns and/or to ensure positive customer outcomes.
Keep senior management and relevant internal groups advised of key issues and changes which may impact anticipated business results through business reviews and Salesforce.com documentation.
Provide technical expertise and enablement support for the channel and alliance partners as needed.
Establish technical expertise on current and developing cloud and SaaS products and technology.
Continuously develop and maintain technical and market expertise through training, certifications, conferences attendance related to but not limited to Cloud, SaaS, Data Protection, Disaster Recovery, etc.
Distill, document and communicate customer and partner needs, product feedback or process improvements to Product Management, Engineering, Marketing and Sales.