Senior Dell Alliances Sales Engineer

Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today’s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn, X and Facebook.

The Role & The Team

Druva is looking to hire a Dell Sales Engineer based out of the US, located in either Austin, TX or Hopkinton/Boston, MA  This Sales Engineer will be a key technical advisor to support the Dell OEM relationship as they develop their cloud backup offering which is called APEX Backup Service (ABS). The role will help enable them to articulate ABS's technical and product positioning to a variety of business and technical stakeholders throughout the sales cycle, forging strong relationships with them.

What You Will Do:

In this role, you will drive the technical evaluation stage of the overall Dell OEM sales process, making you a critical driver of customer success as data governance becomes more important and necessary in the modern enterprise.  You will be the key technical advisor to the Dell Sales teams and work closely with our Product teams, Professional Services and Customer Support teams.

What We Are Looking For:

The ability to effectively scale your interactions from highly technical I.T. staff to key stakeholders at the Executive level is a must.  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.

The ideal candidate must be self-motivated with a proven track record in working with Dell software/technology sales or consulting. You should also have a demonstrated ability to think strategically about business, products, and technical challenges. We are looking for candidates who are comfortable at the intersection of technology and business. 

Key Responsibilities:

• Deliver awe-inspiring technical product presentations and demos, provide timely and insightful responses to Dell technical queries, plan effective Dell enablement, and recommend creative ways Dell ABS can solve Dell customer problems.
• Perform training to Dell teams, and ensure the success of Dell ABS POCs.
• Effectively communicate Dell ABS customer requirements to the Product management team.
• Meet business objectives, working in collaboration with Dell Alliance Sales Executives in the region.

Desired Skills and Experience

• 5+ years in technical customer-facing roles with at least 3+ years as an Dell Sales Engineer
• 3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience is desirable)
• Experience with a SaaS company or demonstrable deep knowledge of SaaS solutions and practices
• Experience with Active Directory, SSO Tools, Virtual environments (VMWare, Hyper-V, AHV), Storage Technologies (SAN/NAS)
• Knowledge of 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.
• Travel up to 25% and will contain international destinations.

Requirements

• Strong knowledge of enterprise server backup technology
• Demonstrate knowledge of how Dell works and can communicate well with them.
• Knowledge and practical experience with SaaS applications such as M365
• Exposure to AWS or Azure services - mainly VM's and understanding the underlying storage.

The 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.