Global Managed Service Provider, Solutions Specialist

Commvault

10h • Remote

About The Position

The Global Managed Service Provider, Solutions Specialist is a critical role within our Global Partner Organization. This position requires a technically proficient professional who can effectively engage with both existing and prospective MSP and aggregation partners, translating complex technical concepts into actionable business solutions. This role balances partner-facing technical sales with direct customer engagement and post-sale technical guidance to drive successful onboarding, adoption, and long-term value realization within our MSP Aggregation model. The Solutions Specialist will drive adoption and technical enablement of our global aggregation partners and sub-MSP partners, translating business needs into specific technical solutions, coordinating technical resources, and defining delivery and deployment strategies.

Requirements

• 5+ years in the software, SaaS, or storage industry with 3+ years of proven experience working with MSPs, channel partners, or within an MSP environment. Strong MSP knowledge is highly preferred.
• Demonstrated experience delivering, presenting, selling, and supporting MSP clients and partner-led territories.
• Experience engaging both partner organizations and end customers in technical sales and solution advisory conversations.
• Proven experience supporting onboarding, deployment planning, and early lifecycle adoption of SaaS or platform-based solutions.
• Strong competitive knowledge and understanding of the MSP marketplace, including aggregation models and partner-led service delivery.
• Proven experience selling and architecting data management and cyber resilience solutions including data protection, data migration, cloud native, cyber resilience, compliance, SRM, and related technologies, as well as assisting with partner-led trials and proof of concepts.
• Ability to operate effectively in a rapid growth environment where priorities, roles, and responsibilities evolve to meet market and customer demands.
• Experience participating in and establishing cross-functional teams of specialists to support partners and customers through successful sales and onboarding cycles.
• Working knowledge of common software licensing practices including cloud, subscription, term, and maintenance models.
• Specialized knowledge and demonstrated proficiency with at least one major open systems operating system, hypervisor, or cloud platform.
• Enterprise application exposure or knowledge of AWS, Azure, GCP, virtualization platforms and SaaS-based applications.
• Solid knowledge of infrastructure technologies including storage, servers, networking & firewalling, cloud, and hyper-converged environments.
• Strong consultative selling skills that pair product expertise with business and industry insight. Experience with business case creation and TCO modeling is a plus.
• Ability to work in an organized, procedural manner using tools such as Salesforce to facilitate process discipline and information management.
• BS or MS degree in Computer Science, Engineering, or related field preferred, along with proven technical experience in the IT industry.
• Experience with sales methodologies such as MEDDIC, TAS, SPIN, Solution Selling, or Challenger.
• Proven success engaging and supporting MSP marketplace accounts.
• Able to work remotely and autonomously.
• Travel up to 50%.

Nice To Haves

• Prior experience with Commvault technology and/or SaaS-based data protection and cyber resilience solutions is considered a strong advantage.

Responsibilities

• Work as part of the Global MSP Team to formulate and produce partner-focused plans, enablement strategies, and sales plays aligned to our MSP Aggregation model.
• Provide technical leadership and direction to the MSP partner ecosystem and support the development of fully integrated technology solutions to enable partner-led pre-sales activities in the assigned market.
• Guide new MSP partners and their end customers through successful onboarding, deployment planning, initial configuration, and early lifecycle adoption to ensure strong platform utilization and long-term success.
• Partner closely with MSPs to transition existing down-market customers into MSP care and management, ensuring a coordinated, well-communicated, and positive experience for all stakeholders.
• Anticipate technology trends and build positive relationships with external partners and internal departments including sales, support, business units, product management, marketing, and development to ensure successful sales campaigns and a high-quality partner and customer experience.
• Distill discovery conversations into concise messaging that outlines key technical, business, operational, and financial challenges addressed by Commvault solutions.
• Demonstrate technical leadership and subject matter expertise on Commvault’s cyber resilience strategy and approach within MSP-delivered environments.
• Collaborate in the creation and presentation of solution proposals to business sponsors including product managers, internal MSP leadership, and external MSP partners in support of Commvault solutions and joint business objectives.
• Propose and professionally demonstrate Commvault products using presentations, existing customer examples, whiteboarding, demos, pilots, and proof of concepts.
• Lead technical sales calls and assist partners with qualifying opportunities in terms of customer technical requirements, competitive landscape, decision-making process, funding, and implementation planning.
• Actively participate in QBRs, contributing technical insight on performance, adoption, expansion opportunities, and field alignment.
• Provide technical expertise and enablement support for MSP and alliance partners as needed to increase competency, confidence, and velocity within the aggregation model.
• Engage senior level IT leadership, at times without an account executive, in conjunction with MSP partners to qualify and understand key technical, financial, operational, and business issues that can be addressed with the Commvault Cloud cyber resilience platform.
• Maintain visibility into onboarding progress, adoption milestones, and customer health indicators within assigned partners and accounts, escalating risks and coordinating remediation plans when needed.
• Keep senior management and relevant internal groups well informed of key issues and changes that may impact business results through business reviews and Salesforce MEDDPICC documentation.
• Assist with potential product or process improvements and participate where needed in formulating innovative solutions to enhance the MSP and end-customer experience.
• Continuously develop and maintain technical and market expertise through training, certifications, conferences, and industry engagement.

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 competitive benefits supporting your health, financial security, and work-life balance

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level