Principal Sales Engineer

Jobtailor

North Carolina

Hybrid

USD 120,000 - 180,000

Full time

2 days ago

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Job summary

Cohesity is seeking an experienced enterprise pre-sales consultant to articulate the Data Cloud portfolio, drive technical discovery, and engage C-level executives in large-scale deals. You will co-own strategy with AE, lead ransomware recovery, cyber vaulting, and multi-cloud data protection across on-prem, hybrid, and cloud environments.

You will deliver demos, workshops, and proofs of concept, map solutions to Zero Trust frameworks, and advocate for Cohesity during complex sales cycles while

Qualifications

Proven success in enterprise pre-sales supporting infrastructure, data protection, security, or cloud platforms in complex customer environments.
Experience selling or implementing cybersecurity, data protection, backup, storage, or cyber recovery solutions, including on-prem and cloud architectures.
Strong knowledge of data security architectures, ransomware resilience, and the competitive landscape.
Familiarity with Cohesity solutions strongly preferred.
Experience with encryption standards, HSM integrations, and compliance frameworks.
Hands-on experience with backup/recovery tools and immutable storage.
Ability to engage at the C-level and map technical architectures to business outcomes.
Willingness to travel as required.

Responsibilities

Drive new customer and expansion opportunities by articulating Cohesity's Data Cloud portfolio to executive, business, and technical audiences.
Co-own enterprise technical strategy with the Account Executive, supporting opportunities end-to-end.
Lead deep technical discovery to uncover customer risk and expansion pathways within enterprise accounts.
Architect and defend differentiated solutions for ransomware recovery, cyber vaulting, and modern data management.
Deliver technical engagements including demos, workshops, proposals, and proofs of concept across on-prem, hybrid, and multi-cloud environments.
Drive partner and channel co-sell motions to increase win rates.
Serve as a trusted technical advisor throughout the customer lifecycle and engage at the C-level.

Skills

Enterprise Pre-Sales Experience

Data Security Architecture Knowledge

Cohesity Solutions Familiarity

Cybersecurity Solution Implementation

Security Certifications (CISSP, CISA,C

Education

Bachelor's Degree in Computer Science/Engineering/Math

Tools

NetBackup

Backup Exec

InfoScale

Cohesity DataProtect

Cohesity DataHawk

Cohesity SmartFiles

Job description

Drive new customer and expansion opportunities by articulating Cohesity's Data Cloud portfolio-backup, recovery, cyber resilience, and data security to executive, business, and technical audiences.
Co-own enterprise technical strategy with the Account Executive, supporting opportunities end-to-end and accelerating deal velocity across complex sales cycles.
Lead deep technical discovery to uncover customer risk, competitive displacement opportunities, and expansion pathways within enterprise accounts.
Architect and defend differentiated solutions, supporting evaluations and positioning Cohesity as the strategic platform for ransomware recovery, cyber vaulting, disaster recovery, and modern data management.
Deliver technical engagements, including demos, workshops, proposals, white papers, and proofs of concept across on-prem, hybrid, and multi-cloud environments.
Drive partner and channel co-sell motions to increase win rates and expand market reach.
Serve as a trusted technical advisor throughout the customer lifecycle, resolving technical challenges, ensuring successful deployments, shaping long-term platform adoption, and feeding insights back to Product and Engineering.
Engage C-level executives and shape technical strategy inside large enterprise environments.
Work out of core offices 2-3 days a week when within a reasonable commute, at employees' choosing.

Requirements

Proven success in enterprise pre-sales (Sales Engineering or Solutions Consulting) supporting infrastructure, data protection, security, or cloud platforms in complex customer environments.
Experience selling or implementing cybersecurity, data protection, backup, storage, or cyber recovery solutions, including on-prem and cloud architectures.
Strong knowledge of data security architectures, ransomware resilience, and the competitive landscape.
Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) strongly preferred.
Experience with encryption standards, HSM integrations, and compliance frameworks.
Hands-on experience with NetBackup, Backup Exec, and InfoScale, including immutable storage, hardened media servers, ACL-based controls, and encryption.
Ability to lead modernization and competitive displacement conversations centered on ransomware resilience.
Cross-platform experience across hybrid and multi-cloud environments, with the ability to map capabilities to Zero Trust frameworks.
Demonstrated ability to support large, multi-stakeholder enterprise deals, including seven-figure opportunities, and engage confidently at the C-level.
Customer-obsessed mindset, with a track record of translating technical architectures into business outcomes, risk reduction, and resilience.
Deep understanding of channel-led sales motions.
Exceptional communication and presentation skills, able to clearly convey complex technical and business concepts to both small and large audiences.
Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
Bachelor's Degree in Computer Science, Engineering, Mathematics, or equivalent practical experience.
Security certifications (CISSP, CISA, CISM) are strongly preferred.
Must have English language proficiency, able to interact fluently when speaking, reading, and writing in a professional setting.
Willingness to travel as required.
Candidates outside the area should apply only if committed to relocating prior to their start date and have the legal right to work in the job location.

Core Competencies

Demonstrates expertise in enterprise pre-sales and solutions consulting, particularly in cybersecurity, data protection, and cloud platforms. Proven ability to engage C-level executives and drive technical strategy while delivering impactful customer outcomes.

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