The Role & The TeamDruva is looking to hire a Senior Dell Alliances Sales Engineer supporting the Americas region that would be the technical lead for advancing innovation, growth, and scale of Druva and Dell relationships. This position is a key technical advisor responsible for Druva's strategic technology relationship with Dell and will work closely with the Druva's Dell Alliance Managers to develop and execute on comprehensive and innovative business plans. The ideal candidate is a Data Protection expert and demonstrates competence in SaaS technologies, strategic planning, solution development, technical enablement, and process management. This candidate has a demonstrated ability to think strategically about business, products, and technical challenges. Flexibility in your current skill set and a demonstrable eagerness to learn new things are key criteria to any candidates for this position. You will work in a team of individual contributors who are empowered to make decisions and run their day-to-day business.
What You Will Do:- Drive new and incremental revenue through increased Dell PowerProtect Backup Services (PPBS) revenue through the strategic partnerships
- Build and manage the technical relationships with the Dell team
- Assist Dell with prospects and customers interested in adopting the PowerProtect Backup Services products
- Promote selling of PowerProtect Backup Services 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 Dell partners on the value PPBS can provide to their clients
- Develop and execute enablement plans with joint executive support and budgets
- Gather, track, and translate Dell feedback and help steer the Druva product roadmap
- Develop domain expertise and thought leadership regarding Dell's current areas of focus as well as in new areas for expansion
- Define and deliver formal and informal technical training sessions for Dell resources
- Establish and maintain technical expertise on current and developing PPBS products and technology
- Execute business initiatives to produce new and incremental revenue streams
- Help develop PPBS collateral material in cooperation with sales and marketing
- Maintain field level relationships with Dell to ensure effective positioning of PPBS solutions
- Create technical content to show Dell 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 the PPBS Platform
- Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and Sales
What We Are Looking For:- 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, routers
What We OfferThe pay range for this position is expected to be between
$176,000 and $235,333/year; however, 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 for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our 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.
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