SHI Channel Sales Engineer

Coinscapture; Northern (KY); Hybrid; USD 90,000 - 150,000; Full time

Job summary

Commvault, the gold standard in cyber resilience, seeks a SHI Channel Sales Engineer (SE) to lead technical engagements with enterprise accounts. You’ll translate business needs into technical solutions, coordinate resources, and help drive revenue within the SHI channel.

Ideal candidates have 5+ years in software/storage and 3+ years in pre-sales, with a proven enterprise sales track record. Location in Austin, TX or New Jersey preferred; hybrid/onsite options typical.

Qualifications

• 5+ years in the software or storage industry; 3+ years in a pre-sales sales engineer role.
• Proven experience delivering and supporting enterprise/commercial clients and/or territories.
• Strong competitive knowledge of the storage/software market.

Responsibilities

• Formulate territory plans and sales strategies with the account team and develop new opportunities in the territory.
• Translate business requirements into technical solution requirements for presentations and demos.
• Coordinate demonstrations and proof-of-concept activities with internal resources.
• Engage senior IT leadership to qualify key technical, financial, operational, and business issues.
• Develop Technical Account Plans for focus targets and ongoing customers.
• Present the Commvault value proposition to business sponsors and stakeholders.

Skills

Pre-sales engineering

Enterprise software sales

Technical leadership

Job description

About Commvault

Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks - keeping data safe and businesses resilient. The company's unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data.

SHI Channel Sales Engineer (SE)

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 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 into overall success of Commvault.

The Channel 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.

Ideal candidates will either live in Austin, TX or NJ and have experience with SHI

What you'll do…

• 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 as well develop new opportunities within the assigned territory.
• Anticipate technology trends and successfully build positive relationships with external partners and internal departments (sales, support, business units, product management, marketing, development), as appropriate, to ensure success during sales campaigns and/or to ensure the customer experience is extremely positive.
• Adopt calling on senior level IT leadership often without account executive present at the same time and engage with the customer to qualify and understand key technical, financial, operational, and business issues that can be addressed with anyone or all of Commvault products.
• Proactive in establishing relationships with technical decision makers within end-user accounts and driving detailed, executable Technical Account Plans for all focus targets and current customers using Commvault Target Account Selling methodology for both open opportunities and ongoing customer happiness.
• Distill the pre-sales discovery into a concise message, outlining the salient technical, business, operational, and financial inefficiencies/challenges that Commvault addresses with its products.
• Collaborate with the creation and presentation of a case to any and all business sponsors (i.e., C-level executives, technical partners, etc.) in support of the Commvault solution.
• Propose and professionally demonstrate Commvault products through the use of presentations, existing customer solutions, white board, demo's, pilots, "proof-of-concepts", etc.
• Actively participate in all Sales and regional meetings, QBRs, making valuable contributions and technical leadership on all topics (field marketing, qualifying, etc.).
• 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, etc.
• Keep senior management and relevant internal groups well informed of key issues and changes which may impact encouraged business results through business reviews and Salesforce.com documentation.
• Assist with potential product or process improvements to appropriate internal groups and participate where vital in formulating innovative solutions.

Who you are…

• 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,...