Sales Engineer

Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected world. Visit druva.com and follow us on LinkedIn, X and Facebook.

Position Summary 

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 sales cycle, forging strong relationships with them.

In this role, you will drive the technical evaluation stage of the overall 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 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 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. 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 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 POCs.
• Effectively communicate customer requirements to the Product management team.
• Meet business objectives, working in collaboration with Sales Executives in the region.

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 a plus)
• 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
• Experience with a SaaS company or demonstrable deep knowledge of SaaS practices
• Travel up to 25%

Requirements

• Strong knowledge of enterprise server backup technology
• 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
• Drive incremental sell-with 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 Strategic 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.
• 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. 

 

The pay range for this position is expected to be between $136,000 and $181,333/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.