Commercial Sr. Sales Engineer - PNW

About the position

The Senior Sales Engineer (SE) is a technical sales support position responsible for arranging pre-sales engagement to current and prospective clients. The position requires a strong technical leader who understands how their decisions impact and influence the customer's bottom line while driving revenue for Commvault. The Senior SE must be seen as a trusted advisor at all levels within an account (C-Suite, technical partners, etc.), as well as, be a team leader, mentor, guide, and chip in to overall success of Commvault. The SE drives or supports complicated sales opportunities by translating business requirements into solution technical requirements; coordinating technical expertise; sizing, defining delivery and deployment approach, timeline, and required resources; coordinating demonstrations and proof-of-concept; and supporting internal deal acceptance.

Responsibilities

• Work as part of the account team to formulate and produce territory plans, account strategies, and sales plans including engaging specialist resources for accounts determined by the Sales and SE Manager.
• Anticipate technology trends and successfully build positive relationships with external partners and internal departments (sales, support, business units, product management, marketing, development).
• Adopt calling on senior level IT leadership often without account executive present and engage with the customer to qualify and understand key technical, financial, operational, and business issues.
• Proactive in establishing relationships with technical decision makers within end-user accounts and driving detailed, executable Technical Account Plans.
• Distill the pre-sales discovery into a concise message, outlining the salient technical, business, operational, and financial inefficiencies/challenges.
• Collaborate with the creation and presentation of a case to any and all business sponsors in support of the Commvault solution.
• Propose and professionally demonstrate Commvault products through presentations, existing customer solutions, white board, demos, pilots, and proof-of-concepts.
• Actively participate in all Sales and regional meetings, QBRs, making valuable contributions and technical leadership.
• 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.
• Keep senior management and relevant internal groups informed of key issues and changes which may impact business results.
• Assist with potential product or process improvements and participate in formulating innovative solutions.

Requirements

• 5+ years in the software or storage industry; 3+ years of proven experience serving in a 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, conducting Proof of Concept, architecting data management solutions.
• Work in a rapid growth environment where priorities, roles and responsibilities are continuously updated.
• Experienced in participating in and establishing teams of specialists to support customers and sales cycles.
• Basic knowledge with common Software licensing practices.
• 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.
• Solid knowledge of infrastructure technologies such as storage, servers, networking, cloud, hyper-convergence.
• Requires strong consultative selling skills which pair product expertise with business and industry foresight.
• Success penetrating and managing a minimum of three major accounts (Fortune 500-1000).
• Ability to work in an organized, procedural manner using tools such as Salesforce.com.
• 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).
• Able to work remotely and autonomously.
• Travel up to 50%.

Benefits

• 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 global benefits.