National Channel Sales Engineer
New
Location: Alberta, Canada; Ontario, Canada Country: Canada State / Provence: Ontario Remote Position: YesFull-TimeSenior
Salary135,150 - 182,850 CAD per year
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Job Details
- Experience
- 5+ years in the software or storage industry; 3+ years of proven experience serving in a Partner/Channel pre-sales sales engineer role.
- Required Skills
- AWSGCPOracleSalesforceSAPAzureComplianceNetworkingData managementSaaS
Requirements
- 5+ years in the software or storage industry; 3+ years of proven experience serving in a Partner/Channel 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, architecting data management and cyber resilience solutions (data protection, data migration, cloud native, cyber resilience, compliance, SRM, etc.) and assisting with partner lead trials and proof of concepts.
- 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 AWS, Azure, GCP, SAP, Oracle, SaaS based applications, 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.
- 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.).
- Success penetrating and managing major accounts (Fortune 500-1000).
- Able to work remotely and autonomously.
- Travel up to 50%.
Responsibilities
- Work as part of the National Channel Sales Team to formulate and produce partner-focused territory plans, enablement strategies, and sales plays.
- Provides technical leadership and direction to the partner ecosystem and assist in the development of fully integrated technology solutions to support partner lead pre-sales activities in the assigned market.
- 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 partner experience is extremely positive.
- 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.
- Demonstrates technical leadership and subject matter expertise on Commvault's, cyber resilience strategy and approach.
- Collaborate with the creation and presentation of a case to all business sponsors (i.e., C-level executives, technical partners, etc.) in support of the Commvault solution and our business partners.
- Propose and professionally demonstrate Commvault products using presentations, existing customer solutions, white board, demo’s, pilots, "proof-of-concepts", etc.
- Actively participate in 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.
- Adopt calling on senior level IT leadership often without an account executive in conjunction with our partners to qualify and understand key technical, financial, operational, and business issues that can be addressed with the Commvault cyber resilience platform.
- Continuously develop and maintain technical and market expertise through training, certifications, conferences, etc.
- Lead technical sales calls and assist the partner with qualifying sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.
- 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 for the betterment of the partner experience.
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