Senior Cloud Resilience Architect

Commvault • Fort Lauderdale, FL

4d • Remote

About The Position

The Senior Cloud Resilience Architect is a pre-sales support role focused on technical sales support for Commvault partners and channel teams. The role helps partner-focused sales teams influence and advance the sales cycle, while contributing technical expertise and understanding how decisions affect customer value and revenue. The architect serves as a trusted advisor to stakeholders at all levels, including C-suite and technical leaders, and contributes as a team leader, mentor, and teacher.

The role drives or supports complex sales opportunities by translating business requirements into technical solution requirements; coordinating technical expertise; sizing and scoping solutions; defining delivery and deployment approaches, timelines, and resources; coordinating demonstrations and proofs of concept; and supporting internal deal acceptance. The position develops opportunities within an assigned territory and works with account teams, partners, and internal departments to support successful sales campaigns and a positive customer experience. It can be performed remotely and autonomously, with travel of up to 50%.

Requirements

• At least 5 years of experience in the cloud, software, or storage industry.
• At least 3 years of experience in a pre-sales systems engineer role.
• Experience delivering, presenting, selling, and supporting enterprise clients.
• Competitive knowledge of products such as Symantec NBU, EMC Networker, EMC Avamar, IBM TSM, Veeam, Symantec Enterprise Vault, and Commvault.
• Experience selling, conducting proofs of concept, and architecting data management solutions such as backup and recovery, data migration, replication, compliance, and SRM.
• Ability to work in a rapid-growth environment where priorities, roles, and responsibilities change to meet market and customer demands.
• Experience participating in and building teams of specialists to support customers and sales cycles.
• Basic knowledge of software licensing practices, including cloud, perpetual, term, and maintenance licensing.
• Specialized knowledge and demonstrated proficiency with at least one major open-systems operating system, hypervisor, or cloud.
• Exposure to or knowledge of enterprise applications such as SAP, Oracle, Exchange, DB2, or SharePoint.
• Solid knowledge of infrastructure technologies such as storage, servers, networking, cloud, and hyper-convergence.
• Strong consultative selling skills combining product expertise with business, industry, and competitive acumen.
• Success penetrating and managing at least three major accounts (Fortune 500–1000).
• Excellent written, presentation, and communication skills, and the ability to build and maintain business relationships.
• Ability to work in an organized, procedural manner using tools such as Salesforce.com to support process and information organization.
• Ability to work remotely and autonomously.
• Ability to travel up to 50%.

Nice To Haves

• Solid experience with business-case creation and total cost of ownership (TCO) modeling.
• A BS or MS degree in Computer Science, engineering, or a related field, along with proven technical field experience in the IT industry.
• Experience with sales methodologies such as TAS, SPIN, Solution Selling, or Challenger.

Responsibilities

• Work with account teams to formulate territory plans, account strategies, and sales plans, engaging specialist resources as appropriate.
• Develop new opportunities within the assigned territory.
• Anticipate technology trends and build relationships with partners and internal departments to support sales campaigns and positive customer experiences.
• Engage senior IT leaders and customers to qualify and understand technical, financial, operational, and business issues that Commvault products can address.
• Build relationships with technical decision makers and develop executable Technical Account Plans for target accounts and current customers using Commvault Target Account Selling methodology.
• Summarize pre-sales discovery by outlining the technical, business, operational, and financial challenges addressed by Commvault products.
• Collaborate on the creation and presentation of business cases to business sponsors, including C-level executives and technical partners.
• Present and demonstrate Commvault products using presentations, customer solutions, whiteboards, demonstrations, pilots, and proofs of concept.
• Participate in sales and regional meetings and quarterly business reviews, providing technical leadership and input on topics such as field marketing and qualification.
• Provide technical expertise and enablement support to channel and alliance partners.
• Maintain technical and market expertise through training, certifications, and conferences.
• Keep senior management and relevant internal groups informed of key issues and changes that may affect expected business results through business reviews and Salesforce.com documentation.
• Provide feedback on potential product or process improvements and participate in developing innovative solutions.
• Support complex sales opportunities by translating business requirements into solution requirements, coordinating technical expertise, sizing and scoping solutions, defining delivery and deployment plans, and coordinating demonstrations and proofs of concept.

Benefits

• High income-earning opportunities based on individual performance.
• Opportunity to participate in Presidents Club.
• Employee stock purchase plan (ESPP).
• Continuous professional development, product training, and career pathing.
• Sales training in MEDDIC and Command of the Message.
• Competitive benefits supporting health, financial security, and work-life balance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed