Senior Sales Engineer

Location:

Delaware, United States of America;
Maryland, United States of America;
Virginia, United States of America

• 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. SE will also develop new opportunities within the assigned territory.
• Anticipate technology trends and build positive relationships with external partners and internal departments (sales, support, business units, product management, marketing, development) to ensure success during sales campaigns and/or to ensure the customer experience is positive.
• Engage with senior level IT leadership to qualify and understand key technical, financial, operational, and business issues that can be addressed with Commvault products.
• Establish relationships with technical decision makers within end-user accounts and drive detailed, executable Technical Account Plans for focus targets and current customers using the Commvault Target Account Selling methodology for open opportunities and ongoing customer happiness.
• Distill pre-sales discovery into a concise message outlining salient technical, business, operational, and financial challenges addressed by Commvault products.
• Collaborate on creating and presenting cases to business sponsors (e.g., C-level executives, technical partners) in support of the Commvault solution.
• Propose and demonstrate Commvault products through presentations, existing customer solutions, whiteboards, demos, pilots, proofs-of-concept, etc.
• Participate in all sales and regional meetings, QBRs, and provide technical leadership on topics such as field marketing and qualifying.
• Provide technical expertise and enablement support for channel and alliance partners as needed.
• Continuously develop and maintain technical and market expertise through training, certifications, conferences, etc.
• Keep senior management and relevant internal groups informed of key issues and changes impacting business results through business reviews and Salesforce documentation.
• Assist with potential product or process improvements and contribute to innovative internal solutions.

• 5+ years in the software or storage industry; 3+ years in a pre-sales sales engineer role.
• Solid experience delivering, presenting, selling, supporting assigned Enterprise / Commercial Clients and/or territories.
• Strong competitive knowledge.
• Proven experience selling, conducting Proof of Concept, and architecting data management solutions (backup and recovery, data migration, replication, compliance, SRM, etc.).
• Ability to work in a rapid growth environment with evolving priorities and roles.
• Experience building and leading teams of specialists to support customers and sales cycles.
• Knowledge of software licensing practices (cloud, perpetual, term, maintenance).
• Specialized knowledge with at least one major open systems OS, hypervisor, or cloud.
• Enterprise application exposure or knowledge of SAP, Oracle, Exchange, DB2, SharePoint, etc.
• Solid knowledge of infrastructure technologies such as storage, servers, networking, cloud, hyper-convergence, etc.
• Strong consultative selling skills with product and business foresight; experience with case creation and TCO modeling is a plus.
• Experience penetrating and managing a minimum of three major accounts (Fortune 500-1000).
• Organized, procedural approach using tools such as  for process and information management.
• BS or MS in Computer Science/Engineering or related field; proven technical IT industry experience preferred.
• Sales methodology experience (MEDDIC, TAS, SPIN, Solution Selling, Challenger, etc.).
• Able to work remotely and autonomously.
• Travel up to 50%.

Gerry Boyce - Sr. Manager, Sales Engineering

• 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 health, financial security, and…