Sales Engineer (Renewals)

Job Description

Sales Engineer (Renewals)Druva delivers data protection and management for the cloud era. Druva Cloud Platform is built on AWS and offered as-a-Service, delivering globally accessible, infinitely scalable and completely autonomous enterprise data resiliency. Customers drive down costs by up to 50 percent by freeing themselves from the burden of unnecessary hardware, capacity planning, and software management. Druva s patented cloud architecture transforms backup data into an asset, making it more open and accessible so customers can streamline governance, improve cyber resiliency, and gain critical insights to uncover opportunities and expedite decision making.Druva has raised over $350m in venture capital, is trusted by over 4,000 global organizations and protects over 200 PB of data.Position Summary Druva is looking to hire an Sales Engineer based out of our Pune Office OR Remote.Key to this role is the ability to better cultivate and drive business with existing customers. This includes:

• Qualifying existing customers to explore and expand their use of Druva products and technology, and
• Ensuring existing customers are aware of and have input to Druva s product roadmap, and are eager to renew in full to drive full retention and minimize churn.

The Sales Engineer will be a key technical advisor to Druva customers as they develop their cloud backup solution and be able to articulate Druva s technical and product positioning to a variety of business and technical stakeholders throughout the renewal cycle, forging strong relationships with them.In this role, you will drive the technical stage of the overall renewal 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 renewal teams and work closely with our Product teams, Customer Success, Professional Services and Customer Support and Sales teams.We are looking for candidates who are comfortable at the intersection of technology and business. 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 business.The ideal candidate must be self-motivated with a proven track record in software/technology sales or consulting. You should also have a demonstrated ability to think strategically about business, products, and technical challenges.Key ResponsibilitiesDeliver awe-inspiring technical product presentations and demos, provide timely and insightful responses to customer queries, and recommend creative ways Druva can solve customer problems.

• Understand and participate in answering the functional and technical elements of RFIs/RFPs.
• Perform remote installations, training, and ensure the success of customer Renewals.
• Effectively communicate customer requirements to the Product management team.
• Meet business objectives, working in collaboration with renewal executives in the region. Drive incremental revenue through strategic customers and partners.
• Identify integration, reference architectures and leverage points between customer goals, priorities, current infrastructure ecosystem and Druva Data Protection platform
• Be a technical conduit between the Customer Technical Architects and the Druva Product Management teams
• Conduct Business Reviews, Health Checks and ensure we are meeting the expected positive business outcomes from the solution.
• Customer facing webinars
• Assist in Security Review and assessments
• Build/Design/Plan/Implement Data Protection and Business Continuity solutions.
• Enable Internal and External Teams technically to evangelize the core value proposition for Druva.
• Ability to help define and build tools that enable selling team members to self serve and for Druva to scale is highly desirable.

Desired Skills and Experience

• 7+ 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 highly preferred )
• 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), 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
• Strong Analytical skills
• Planning & Sizing Infrastructure (RoI)
• Knowledge and practical experience with VMware & Hyper-V administration.
• Backup & Restore of File & MSSQL Servers.
• Exposure to AWS services - mainly EC2, S3, IAM & VPC.
• 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

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Keyskills :
salesmarketingnegotiationbusiness developmentcustomer relationsbuild toolsfibre channelventure capitaldata governanceenterprise dataactive directorycustomer support