Senior Partner Sales Engineer
About the role
Druva is looking to hire a Senior Partner Sales Engineer in the Eastern region that would be the technical lead for advancing innovation, growth, and scale of Druva Channel Partner relationships. This position is a key technical advisor responsible for Druva's strategic technology relationships and will work closely with the Druva Account Managers to develop and execute on comprehensive and innovative business plans.
Responsibilities
- Drive incremental revenue through increased Druva revenue through the strategic partnerships
- Build and manage the technical relationships with Druva Partners, branches, and teams
- Assist partners with prospects and customers interested in adopting the Druva products
- Promote selling of Druva based on value propositions, competitive differentiators, and advantages
- Provide oversight, guidance, and assistance during the partners sales process to ensure mutual success
- Lead technical discussions with partners on the value Druva can provide to their clients
- Develop and execute enablement plans with joint executive support and budgets
- Gather, track, and translate partner feedback and help steer the Druva product roadmap
- Develop domain expertise and thought leadership regarding the partners’ current areas of focus as well as in new areas for expansion
- Define and deliver formal and informal technical training sessions for partner resources
- Establish and maintain technical expertise on current and developing Druva products and technology
- Execute business initiatives to produce incremental revenue streams
- Help develop partner collateral material in cooperation with sales and marketing
- Maintain field level relationships with partners to ensure effective positioning of Druva’s solutions
- Create technical content to show partners how to implement specific use cases or best practices for new technologies
- Prepare partner demos and proof of concepts to demonstrate various use cases for Druva’s Platform
- Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and Sales
Qualifications
8+ years in technical / customer-facing roles with at least 3+ years as a Sales Engineer; 3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus); Experience with Active Directory, SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper-V), Storage Technologies (SAN/NAS); Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure; Fast Learner in a dynamic environment with changing priorities; Results-oriented with the ability to prioritize activities, plan and organized to meet commitments; Excellent presentation, communication (verbal & written), and relationship building skills, across all levels of management including negotiations and risk abatement; Experience with a SaaS company or demonstrable deep knowledge of SaaS practices; Travel up to 25%-50%.
Requirements
- Strong knowledge of enterprise server backup technology
- Competence with competitive data protection platforms and services
- Knowledge and practical experience with VMware & Hyper-V administration
- Backup & Restore of file systems and data bases
- Exposure to AWS services - mainly EC2, S3, IAM & VPC.
- Understanding of project management methodologies and processes
- Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, router
Skills
Technical expertise in backup, SaaS, virtualization, networking, cloud (AWS/Azure), project management, communication, presentation, relationship building, strategic thinking, enablement, training, demo creation, feedback translation.
Benefits
Full-time employees are eligible to participate in a comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
Pay
The pay range for this position is expected to be between $176,000.00 - $235,333.00 per year; base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package may also include other incentive compensation opportunities in the form of discretionary annual bonus or