Senior Manager, Sales Engineering

1 month ago

Santa Clara, California, United States Druva Full time

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 and follow us on LinkedIn, Twitter and Facebook.

Senior Manager, Sales Engineering West

Position Summary:

Druva is seeking a Sr. Manager of Sales Engineering to manage the sales engineering personnel supporting Druva account executives supporting the Enterprise segment. You will play a critical role in growing Druva's business by building and leading a high-performing team of Sales Engineers. Our Sales Engineers play a vital role in demonstrating and communicating the value of Druva's SaaS data protection platform and thought leadership to our prospective and existing customer in the Data Protection market.

This individual will work cross-functionally with Druva's program management, product management, engineering, customer success, and marketing teams to ensure collaboration on GTM programs.

The ideal candidate will be a seasoned sales engineering leader, with a heavy background in Data Protection. It will be equally important to demonstrate competence in SaaS and security technologies, strategic planning, solution development, technical enablement, and process management. They should also have 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 with other SE leaders across the globe and will report to the Sr. Director of Enterprise Sales Engineering for North America.

Key Responsibilities:

  • Hire, coach and drive an outstanding Sales Engineering team to deliver against assigned goals
  • Manage individual and team performance ensuring that we are taking the necessary actions to maintain high levels of performance
  • Demonstrate analytical and problem-solving skills, and strong management consulting skills to influence thinking or gain acceptance of multiple customer constituencies
  • Work to improve the Druva sales methodology and processes effectively, including the development of product presentations and demonstrations tailored to our partners requirements and tuned to suit the level and nature of the audience
  • Assess gaps in evolving training needs and then create and implement programs to improve sales, product and technology skills of the Sales Engineering team
  • Work with Regional Sales Vice Presidents on account planning, strategy and sales call activity
  • Provide timely and insightful input back to other corporate functions, particularly field sales, product management and marketing
  • Manage relationships with product teams & decision makers both internally and externally

Desired Skills and Experience:

  • 10+ years in technical customer-facing roles with at least 5+ years as a Sales Engineer
  • 2+ years of experience in a pre-sales management role working with enterprise software solutions (Backup and SaaS experience a plus)
  • Excellent communication skills including experience speaking to technical and business audiences
  • Expert level knowledge of Operating Systems including MS Windows, Linux, and MAC.
  • Experience with Active Directory, SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, HyperV, 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 organize 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%

Requirements:

  • Strong knowledge of enterprise data protection technologies and methodologies
  • Competence with Dell data protection platforms and services
  • Knowledge and practical experience with VMware & Hyper-V administration.
  • Backup & Restore of File & MSSQL Servers.
  • Exposure to AWS and Azure cloud services and data protection offerings
  • Understanding of project management methodologies and processes
  • Exposure to Storage protocols SAS, Fibre Channel, SCSI, iSCSI
  • Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers

The pay range for this position is expected to be between $239,000 and $319,000/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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