SHI Channel Sales Engineer
Commvault · Austin, TX
- Hybrid
- Full-time
- $182,850 / year
- Austin, TX
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Job highlights
- Technical sales support for SHI partner channel.
- Drive revenue by architecting data solutions.
- Trusted advisor to C-level and technical decision-makers.
- Collaborate with account teams on sales strategies.
- Requires 5+ years in software/storage industry.
About the role
Job Title: SHI Channel Sales Engineer
Commvault (NASDAQ: CVLT) is a leading company in cyber resilience, empowering customers to protect, manage, and recover their data from cyberattacks. With over 25 years of experience, Commvault's AI-powered platform offers comprehensive data protection, security, intelligence, and recovery solutions.
About the Role
The SHI Channel Sales Engineer (SE) is a critical pre-sales technical support role focused on engaging with current and prospective clients through our partner SHI. You will be a technical leader, translating business requirements into technical solutions and driving revenue for Commvault. This role requires you to be a trusted advisor, team leader, mentor, and contributor to the overall success of Commvault. You will drive and support complex sales opportunities by defining technical requirements, coordinating expertise, sizing solutions, defining deployment approaches, and managing demonstrations and proof-of-concepts.
Key Responsibilities:
- Develop and execute territory, account, and sales plans in collaboration with the account team and SE Manager.
- Anticipate technology trends and build strong relationships with external partners and internal departments.
- Engage with senior IT leadership to understand key technical, financial, operational, and business issues.
- Develop and execute Technical Account Plans for focus targets and current customers.
- Distill pre-sales discovery into concise messaging outlining Commvault's solutions to customer challenges.
- Collaborate on the creation and presentation of business cases to sponsors.
- Professionally demonstrate Commvault products through presentations, demos, pilots, and proof-of-concepts.
- Actively participate in sales meetings, providing technical leadership.
- Provide technical expertise and enablement support for channel and alliance partners.
- Continuously develop and maintain technical and market expertise.
- Keep management informed of key issues and changes impacting business results.
- Assist with product or process improvements and contribute to innovative solutions.
Ideal Candidate Profile:
- 5+ years in the software or storage industry; 3+ years in a pre-sales sales engineer role.
- Proven experience delivering, presenting, and selling to Enterprise/Commercial Clients.
- Strong competitive knowledge.
- Proven experience selling, conducting Proof of Concept, and architecting data management solutions (backup, recovery, migration, replication, compliance, SRM).
- Experience working in a rapid growth environment.
- Experience establishing teams of specialists to support customers and sales cycles.
- Basic knowledge of common software licensing practices.
- Proficiency with at least one major open systems OS, hypervisor, or cloud.
- Enterprise application exposure (SAP, Oracle, Exchange, db2, SharePoint).
- Solid knowledge of infrastructure technologies (storage, servers, networking, cloud, hyper-convergence).
- Strong consultative selling skills, combining product expertise with business foresight.
- Experience with case creation and TCO modeling is a plus.
- Proven success managing at least three major accounts (Fortune 500-1000).
- Ability to work autonomously and use tools like Salesforce.com.
- BS or MS degree in Computer Science/Engineering or related field, or equivalent technical experience.
- Sales methodology experience (MEDDIC, TAS, SPIN, Solution Selling, Challenger).
- Ability to work remotely and autonomously.
- Willingness to travel up to 50%.
- Ideal candidates will live in Austin, TX or NJ and have experience with SHI.
You’ll Love Working Here Because:
- High income earning opportunities.
- Opportunity for Presidents Club.
- Employee stock purchase plan (ESPP).
- Continuous professional development and career pathing.
- Sales training in MEDDIC and Command of the Message.
- Generous benefits supporting health, financial security, and work-life balance.
Key skills/competency:
- Sales Engineering
- Pre-sales Support
- Data Management
- Backup and Recovery
- Cyber Resilience
- Solution Architecture
- Consultative Selling
- Technical Sales
- Channel Partners
- Cloud Technologies
Skills & topics
- Sales Engineer
- Channel Sales
- Pre-sales
- Data Protection
- Backup and Recovery
- Cyber Resilience
- Solution Selling
- Technical Sales
- Commvault
- SHI
How to get hired
- Tailor your resume: Highlight pre-sales experience, data management solutions, and consultative selling skills relevant to Commvault.
- Showcase partnership experience: Emphasize your work with channel partners like SHI and your ability to influence at all account levels.
- Prepare for technical deep dives: Be ready to discuss data protection, backup, recovery, and cloud technologies in detail.
- Demonstrate business acumen: Articulate how your technical solutions drive customer's bottom line and Commvault revenue.
- Research sales methodologies: Familiarize yourself with MEDDIC, TAS, or other sales methodologies Commvault utilizes.
Technical preparation
Master Commvault's product suite.,Practice data management solution architecture.,Review common cloud and OS platforms.,Prepare TCO and ROI analysis examples.
Behavioral questions
Describe a complex sales cycle you managed.,How do you build trust with clients?,How do you handle competing priorities?,Tell me about influencing senior IT leadership.
Frequently asked questions
- What is the salary range for the SHI Channel Sales Engineer role at Commvault?
- The salary range for the SHI Channel Sales Engineer position at Commvault is $93,500 to $182,850 USD. This range reflects the diverse levels of expertise and experience, with the final offer determined by your unique qualifications and the value you bring to the role. This is part of a total compensation and benefits package.
- How can I apply for the SHI Channel Sales Engineer job at Commvault?
- To apply for the SHI Channel Sales Engineer position at Commvault, you should look for the specific job listing on their careers page or through professional networking platforms. Follow the application instructions provided, which typically involves submitting a tailored resume and cover letter. For direct inquiries about the role or application process, you can reach out to the hiring manager, Dan Criel, Director of Sales Engineering, or the general recruiting team at wwrecruitingteam@commvault.com. If you require accommodation during the application process, please email accommodations@commvault.com.
- What are the key technical skills required for the Commvault Channel Sales Engineer role?
- The Commvault Channel Sales Engineer role requires strong technical expertise in data management, including backup and recovery, data migration, replication, and compliance. Proficiency with at least one major open systems operating system, hypervisor, or cloud platform is essential. Knowledge of infrastructure technologies like storage, servers, networking, and hyper-convergence, along with enterprise application exposure (SAP, Oracle, etc.), is also crucial.
- Does Commvault offer remote work for the SHI Channel Sales Engineer position?
- Yes, the SHI Channel Sales Engineer position at Commvault allows for remote work. Candidates should be able to work autonomously. The role does require travel up to 50% to engage with clients and partners.
- What sales methodologies are important for the SHI Channel Sales Engineer role at Commvault?
- Commvault values experience with sales methodologies. For the SHI Channel Sales Engineer role, familiarity with MEDDIC, TAS (Target Account Selling), SPIN, Solution Selling, or Challenger methodologies is beneficial. Commvault also provides sales training in MEDDIC and Command of the Message.
- What is Commvault's policy on recruiting scams for the SHI Channel Sales Engineer position?
- Commvault takes recruiting scams very seriously. They will never conduct interviews by email or text, nor ask for sensitive personal information like your Social Security number before your first day. If you suspect a scam, contact Commvault immediately at wwrecruitingteam@commvault.com. For accommodation-related inquiries, use accommodations@commvault.com.
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