Senior Cloud Resilience Architect

The Senior Cloud Resilience Architect is a pre-sales support role primarily focused on providing technical sales support to Commvault's partners and channel. The role supports partner-focused sales teams deploying their skills to influence and drive through the sales cycle. The position requires a strong technical contributor who understands how their decisions impact and influence customer value while at times driving revenue for Commvault. The Senior Cloud Resilience Architect is seen as a trusted advisor at all levels within an account (C-Suite, technical stakeholders, etc.), as well as be a team leader, mentor, teacher, and contributor to overall success of Commvault. The Senior Cloud Resilience Architect drives or supports complex sales opportunities by translating business requirements into solution technical requirements; coordinating technical expertise; sizing, scoping, defining delivery and deployment approach, timeline, and required resources; coordinating demonstrations and proof-of-concept; and supporting internal deal acceptance.

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 Sr. Sales Engineering Manager. The Senior Cloud Resilience Architect will also develop new opportunities within the assigned territory.
• Anticipate technology trends and build strong relationships with 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.
• Call on senior-level IT leadership often, without an 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 any or all Commvault products.
• Build 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 satisfaction.
• Distill the pre-sales discovery into a concise message outlining the salient technical, business, operational, and financial inefficiencies and challenges that Commvault addresses with its products.
• Collaborate on the creation and presentation of a business case to business sponsors (C-level executives, technical partners, etc.) in support of the Commvault solution.
• Propose and professionally demonstrate Commvault products through presentations, existing customer solutions, whiteboards, demos, pilots, proof-of-concepts, etc.
• Actively participate in Sales and regional meetings, QBRs, adding value and technical leadership on all topics (field marketing, qualifying, etc.).
• Provide technical expertise and enablement support for 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 informed of key issues and changes that may impact expected business results through business reviews and Salesforce.com documentation.
• Provide feedback on potential product or process improvements to appropriate internal groups and participate, where necessary, in formulating innovative solutions.

Who you are:

• 5+ years in the cloud, software, or storage industry; 3+ years of experience serving in a pre-sales systems engineer role.
• Demonstrated solid experience delivering, presenting, selling, and supporting Enterprise Clients.
• Strong competitive knowledge of e.g. Symantec NBU, EMC Networker, EMC Avamar, IBM TSM, VEEAM, Symantec Enterprise Vault, Commvault, etc.
• Proven strong experience selling, conducting Proof of Concept (POC), and architecting data management solutions (backup and recovery, data migration, replication, compliance, SRM, etc.).
• Ability to 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 building teams of specialists to support customers and sales cycles to successful outcomes.
• Basic knowledge of common software licensing practices (cloud, perpetual, term, maintenance).
• Specialized knowledge 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.
• Strong consultative selling skills that pair product expertise with business, industry, and competitive acumen. Solid experience with business case creation and TCO modeling are definite pluses.
• Success penetrating and managing a minimum of three major accounts (Fortune 500-1000).
• Excellent written, presentation, and communication skills; ability to build and maintain business relationships.
• 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 a related technical field; proven technical field experience in the IT industry preferred.
• Sales methodology experience (TAS, SPIN, Solution Selling, Challenger, etc.).
• Able to work remotely and autonomously.
• Travel up to 50%.

Meet the Hiring Manager:

Norberto Martinez, Sr. Manager, Sales Engineering

You'll love working here because:

• High income earning opportunities based on self-performance
• Opportunity for Presidents Club
• Employee stock purchase plan (ESPP)
• Continuous professional development, product training, and career pathing
• Sales training in MEDDIC and Command of the Message
• Generous competitive benefits supporting your health, financial security, and work-life balance

Ready to #makeyourmark at Commvault? Apply now!