Senior Partner Sales Engineer

Druva•Washington, DC

8h•$176,000 - $235,333•Remote

About The Position

Druva is looking to hire a Senior Partner Sales Engineer in the Eastern region that would be the technical lead for advancing innovation, growth, and scale of Druva Channel Partner relationships. This position is a key technical advisor responsible for Druva's strategic technology relationships and will work closely with the Druva Routes Managers to develop and execute on comprehensive and innovative business plans. The ideal candidate is a Data Protection expert and demonstrates competence in SaaS technologies, strategic planning, solution development, technical enablement, and process management. This candidate has a demonstrated ability to think strategically about business, products, and technical challenges. Flexibility in your current skill set and a demonstrable eagerness to learn new things are key criteria to any candidates for this position. You will work in a team of individual contributors who are empowered to make decisions and run their day-to-day business.

Requirements

8+ years in technical / customer-facing roles with at least 3+ years as a Sales Engineer
3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus)
Experience with Active Directory, SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper-V), Storage Technologies (SAN/NAS)
Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure.
Fast Learner in a dynamic environment with changing priorities
Results-oriented with the ability to prioritize activities, plan and organized to meet commitments
Excellent presentation, communication (verbal & written), and relationship building skills, across all levels of management including negotiations and risk abatement
Experience with a SaaS company or demonstrable deep knowledge of SaaS practices
Strong knowledge of enterprise server backup technology
Competence with competitive data protection platforms and services
Knowledge and practical experience with VMware & Hyper-V administration
Backup & Restore of file systems and data bases
Exposure to AWS services - mainly EC2, S3, IAM & VPC.
Understanding of project management methodologies and processes
Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, router

Responsibilities

Drive incremental revenue through increased Druva revenue through the strategic partnerships
Build and manage the technical relationships with Druva Partners, branches, and teams
Assist partners with prospects and customers interested in adopting the Druva products
Promote selling of Druva based on value propositions, competitive differentiators, and advantages
Provide oversight, guidance, and assistance during the partners sales process to ensure mutual success
Lead technical discussions with partners on the value Druva can provide to their clients
Develop and execute enablement plans with joint executive support and budgets
Gather, track, and translate partner feedback and help steer the Druva product roadmap
Develop domain expertise and thought leadership regarding the partners’ current areas of focus as well as in new areas for expansion
Define and deliver formal and informal technical training sessions for partner resources
Establish and maintain technical expertise on current and developing Druva products and technology
Execute business initiatives to produce incremental revenue streams
Help develop partner collateral material in cooperation with sales and marketing
Maintain field level relationships with partners to ensure effective positioning of Druva’s solutions
Create technical content to show partners how to implement specific use cases or best practices for new technologies
Prepare partner demos and proof of concepts to demonstrate various use cases for Druva’s Platform
Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and Sales