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Lead Sales Engineer

2 months ago

Virginia Beach, Virginia, United States CrashPlan Full time
Senior Sales Engineer

Location Considerations:
  • Georgia
  • Michigan
  • Massachusetts
  • Ohio
  • New York
  • North Carolina
  • South Carolina
  • Virginia

About CrashPlan:

CrashPlan is dedicated to providing reliable, user-friendly, automatic endpoint data backup solutions. Our mission is to assist organizations in recovering from various adverse situations, whether they involve disasters, human errors, theft, ransomware, or unforeseen events. As we adapt to the evolving work environment, CrashPlan remains a cornerstone of data security for organizations. What begins as endpoint backup and recovery evolves into comprehensive solutions for ransomware recovery, data breaches, migrations, and legal holds.

Role Overview:

We are seeking a Senior Sales Engineer who will play a crucial role in the sales process by demonstrating the value and suitability of the CrashPlan platform in addressing business challenges. This position involves close collaboration with Account Executives within our Sales division to secure the technical endorsement from clients, as well as assisting partners in finalizing their sales. You will also contribute to qualifying and closing deals by offering technical insights through sales presentations, product demonstrations, and supporting Proof-of-Value (POV) initiatives for CrashPlan solutions.

Key Responsibilities:
  • Collaborate with the sales team to present CrashPlan to prospective clients.
  • Conduct product and solution briefings, perform live demonstrations, and create POVs.
  • Work alongside CrashPlan's product management, engineering, and support teams to address customer challenges and enhance user experience.
  • Identify and tackle key technical objections from customers, developing strategies to overcome barriers to adopting CrashPlan.
  • Partner with Partner Managers to expedite sales through channel partnerships.
  • Engage with Managed Solutions Providers (MSPs) to incorporate CrashPlan solutions into their offerings.
  • Maintain and update the Partner portal with relevant content.
  • Participate in and present at marketing events and trade shows.
  • Develop and sustain a demonstration environment.

Qualifications:

Required:
  • Bachelor's degree in Computer Science or a related field, or equivalent experience.
  • Over 5 years of experience in roles such as Sales Engineer, Solutions Architect, or Technical Account Manager, including leading presentations, gathering requirements, developing solution architectures, and training prospective users on SaaS products like CrashPlan.
  • Experience supporting multiple Sales Representatives.
  • Proven ability to tackle complex technical issues with a strong grasp of modern infrastructure and SaaS products.
  • Experience in selling or supporting Microsoft M365 solutions.
  • Capability to distinguish competitive features and benefits in the data protection sector.
  • Strong relationship-building skills with partners, from initial contact through onboarding, education, and sales initiatives.
  • Willingness to travel up to 50% of the time, including internationally.
  • Ability to cultivate relationships with customers throughout the sales process and ongoing account management.

Preferred:
  • Familiarity with the Azure marketplace and managing Entra ID.
  • Experience integrating with Identity and Access Management providers, including SSO, SAML, SCIM, and MFA.
  • Proficiency in scripting languages such as JavaScript and Python.

Compensation:
The On-Target Earnings range (base salary + variable) for this position is $150,000 - $180,000. This role is eligible for a comprehensive benefits package. Final compensation will depend on various factors relevant to the position and the candidate, including geographical location, qualifications, certifications, relevant work experience, education, skillset, and other pertinent business and organizational factors, in accordance with applicable law.

Diversity and Inclusion:
CrashPlan is committed to fostering workplace diversity and ensuring an environment of mutual respect. Employment opportunities are available to all applicants without regard to race, color, creed, religion, sex, national origin, age, marital status, veteran status, sexual orientation, gender identity or expression, disability, genetic information, or any other category protected by law. We believe that diversity and inclusion are essential to our success, and we strive to recruit, develop, and retain the most talented individuals from a diverse candidate pool. We are proud to be an equal opportunity employer.