Senior Cloud Resilience Architect

Commvault • Fort Lauderdale, SC

4d • $93,500 - $232,300 • Remote

About The Position

The Senior Cloud Resilience Architect is a pre-sales support role focused primarily on providing technical sales support to Commvault’s partners and channel. The role supports partner-focused sales teams in influencing and advancing opportunities through the sales cycle. It requires a strong technical contributor who understands how technical decisions affect customer value and can help drive Commvault revenue. The architect serves as a trusted advisor to stakeholders at all levels of an account, 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 required resources; coordinating demonstrations and proofs of concept; and supporting internal deal acceptance. The position works with account teams and partners to develop territory and account plans, build customer relationships, qualify customer needs, present business cases, demonstrate Commvault products, and provide technical enablement. The role may be performed remotely and autonomously and requires travel 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.
• Strong 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, including 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 specialist teams 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, and 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, with the ability to build and maintain business relationships.
• Ability to work in an organized, procedural manner using tools such as Salesforce.com.
• Ability to work remotely and autonomously.
• Willingness to travel up to 50%.

Nice To Haves

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

Responsibilities

• Work with account teams to formulate territory plans, account strategies, and sales plans, engaging specialist resources as appropriate and developing opportunities within the assigned territory.
• Anticipate technology trends and build strong relationships with partners and internal teams 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.
• Distill pre-sales discovery into concise messages describing the technical, business, operational, and financial challenges addressed by Commvault products.
• Collaborate on creating and presenting business cases to business sponsors, including C-level executives and technical partners.
• Propose and demonstrate Commvault products through presentations, customer solutions, whiteboarding, demos, pilots, and proofs of concept.
• Participate in sales and regional meetings and QBRs, contributing technical leadership and value on topics including 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 through business reviews and Salesforce.com documentation.
• Provide feedback on product or process improvements and participate in developing innovative solutions.
• Support complex sales opportunities by translating business requirements into technical requirements, coordinating expertise, sizing and scoping solutions, defining delivery and deployment plans, coordinating demonstrations and proofs of concept, and supporting internal deal acceptance.

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