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Senior MSP Sales Engineer

2 months ago

Central, United States Druva Full time

Druva enables cyber, data and operational resilience for every organization with the Data Resiliency Cloud, the industry's first and only at scale SaaS solution. Customers can radically simplify data protection, streamline data governance, and gain data visibility and insights as they accelerate cloud adoption. Druva pioneered a SaaS-based approach to eliminate complex infrastructure and related management costs, and deliver data resilience via a single platform spanning multiple geographies and clouds. Druva is trusted by thousands of enterprises, including 60 of Fortune 500, to make data more resilient and accelerate their journey to the cloud. Visit and follow us on LinkedIn, Twitter and Facebook.

The Role & The Team:

Druva is looking to hire a Senior MSP Sales Engineer based out of the Central US. This Senior Sales Engineer will be a key technical advisor to Druva Managed Service Providers (MSP) as they develop their cloud backup offering and be able to articulate Druva's technical and product positioning to a variety of business and technical stakeholders throughout the sales cycle, forging strong relationships with them.

In this role, you will drive the technical evaluation stage of the overall MSP 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 MSP Sales teams and work closely with our Product teams, Professional Services and Customer Support teams.

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 MSP 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.

What You Will Do:

  • Deliver awe-inspiring technical product presentations and demos, provide timely and insightful responses to customer queries, plan effective MSP onboarding and recommend creative ways Druva can solve MSP problems.
  • Understand and participate in answering the functional and technical elements of RFIs/RFPs.
  • Perform remote installations, training, and ensure the success of MSP POCs.
  • Effectively communicate MSP and MSP customer requirements to the Product management team.
  • Meet business objectives, working in collaboration with MSP Sales Executives in the region

What We Are Looking For:

  • 7+ years in technical customer-facing roles with at least 3+ years as an MSP 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
  • Knowledge of Operating Systems including MS Windows, Linux and awareness of Apple MAC
  • Experience with Active Directory, SSO Tools, Virtual environments (VMWare, Hyper-V, AHV), 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.
  • Travel up to 25%

Requirements

  • Strong knowledge of enterprise server backup technology
  • Can demonstrate thought process in onboarding MSP partners
  • Knowledge and practical experience with SaaS applications such as M365, Google Workspace or Salesforce
  • Knowledge and practical experience with one or all of the following VMware, Hyper-V and AHV administration
  • Data protection knowledge and understanding of File, NAS, MSSQL and Oracle environments
  • Exposure to AWS or Azure services - mainly VM's and understanding the underlying storage.
  • Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers

The pay range for this position is expected to be between $190,000 and $253,333/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.