Sales Engineer

About the role

The 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.

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. 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.
• Avoid the following behaviors:
  • Do not engage in impersonating Commvault team members via email or text.
  • Do not ask for sensitive documents (including banking information, SSN, etc) before the first day.
• Proactively establish relationships with technical decision makers within end-user accounts and drive 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, demos, 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.

Requirements

• 5+ years in the software or storage industry; 3+ years of proven experience serving in a pre-sales sales engineer role.
• Provides strong competitive knowledge.
• Proven strong experience selling, conducting Proof of Concept, architecting data management solutions (backup and recovery, data migration, replication, compliance, SRM, etc.).
• Work in a rapid growth environment where priorities, roles and responsibilities are continuously updated to meet market and customer demands.
• Experienced in participating in and establishing teams of specialists to support customers and sales cycles to successful outcomes.
• Basic knowledge with common Software licensing practices (cloud, perpetual, term, maintenance).
• 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, etc.
• Solid knowledge of infrastructure technologies such as storage, servers, networking, cloud, hyper-convergence, etc.
• Requires strong consultative selling skills which pair product expertise with business and industry foresight. Solid experience with case creation and TCO modeling are definite pluses.
• 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 to facilitate process and information organization.
• 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, etc.).
• Able to work remotely and autonomously.
• Travel up to 50%.

Qualifications

• Must be located in Washington, DC Metro Area.

Skills

• Consultative selling skills
• Technical expertise
• Business and industry foresight
• Case creation and TCO modeling
• Enterprise application knowledge
• Infrastructure technologies knowledge
• Software licensing practices knowledge
• Open systems operating system, hypervisor, or cloud knowledge
• Enterprise data management solutions knowledge
• Product enablement support
• Technical account planning
• Technical expertise development
• Technical expertise maintenance
• Technical expertise training
• Technical expertise certification
• Technical expertise conference attendance
• Technical expertise collaboration
• Technical expertise participation
• Technical expertise contribution
• Technical expertise leadership
• Technical expertise mentoring
• Technical expertise guidance
• Technical expertise innovation
• Technical expertise improvement
• Technical expertise formulation
• Technical expertise presentation
• Technical expertise demonstration
• Technical expertise pilot
• Technical expertise proof-of-concept
• Technical expertise communication
• Technical expertise coordination
• Technical expertise organization
• Technical expertise documentation
• Technical expertise review
• Technical expertise qualification
• Technical expertise engagement
• Technical expertise relationship-building
• Technical expertise partnership-building
• Technical expertise customer satisfaction
• Technical expertise problem-solving
• Technical expertise decision-making
• Technical expertise strategy-formulation
• Technical expertise strategy-execution
• Technical expertise strategy-adaptation
• Technical expertise strategy-improvement
• Technical expertise strategy-implementation
• Technical expertise strategy-monitoring
• Technical expertise strategy-evaluation
• Technical expertise strategy-adjustment
• Technical expertise strategy-optimization
• Technical expertise strategy-refinement
• Technical expertise strategy-evolution
• Technical expertise strategy-transformation
• Technical expertise strategy-reinvention
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy-transformation
• Technical expertise strategy-evolution
• Technical expertise strategy-redesign
• Technical expertise strategy-upgrade
• Technical expertise strategy-enhancement
• Technical expertise strategy-improvement
• Technical expertise strategy-optimization
• Technical expertise strategy