Director of Sales Engineering at Druva

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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 seeking a Director of Sales Engineering to manage the sales engineering that supports direct enterprise account executives. 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 role will work out of Druva's HQ located in Sunnyvale, CA.  This individual will also work cross-functionally with program management, product management, engineering, customer success and marketing teams at Druva in an effort 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 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 in a team of regional SE leaders across the globe and will report to the Global VP of Sales Engineering at Druva.


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 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 directors 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


  • 5+ years in technical customer-facing roles with at least 2+ 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 a 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), 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
  • Competence with Dell EMC data protection platforms and services
  • 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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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
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    • Microsoft SQL ServerDatabases
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    • SQLiteDatabases
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    • Aha!Management
    • ConfluenceManagement
    • JIRAManagement
    • Microsoft ProjectManagement
    • SmartsheetManagement
    • WrikeManagement
    • SalesforceCRM
    • salesloftLead Gen

Location

We are Downtown Denver with easy access to transportation and walking distance from neighborhoods like Cap Hill, Golden Triangle, Lodo, Uptown & more.

An Insider's view of Druva

What are some social events your company does?

We have lunch catered daily in the office! We also host quarterly open house events to meet the team and potential new employees. We have holiday parties, team happy hours and lunches. We also have an annual President club trip. This year is in Banff and next year is in Crete!

Kelly

Sales Recruiter

What's the biggest problem your team is solving?

My team is educating and guiding companies and organizations through their cloud journey for data protection and management. We are the first interaction a potential customer has with Druva so we want it to be impactful. Druva keeps businesses modern, simple and scalable as it comes to one of their most important assets.

Samantha

Enterprise Sales Development Representative

How has your career grown since starting at the company?

Druva has allowed me to take my skillset as a sales driven individual, and through training and enablement, has propelled me into a sales leader within the company. The executives at Druva provide guidance in areas of improvement and recognition of success, allowing me to continually grow professionally.

Adam

Manager, Enterprise Sales Development

What is your vision for the company?

Druva is leading the way by creating a platform that spans traditional on-premises data sources, and the new data stores of the cloud, to centralize crucial protection and management services, without burdening organizations with multiple administration points, appliances, software and extended infrastructure.

Dave

VP of Corporate Sales

What makes someone successful on your team?

While our team number is important, we also focus on overcoming challenges and how we handle selling an industry disrupting product under a generally unknown name. Our solution is not something everyone in IT is ready for and therefore we face uphill battles of changing buyers perceptions of what we offer and how it can help.

Dillan

Corporate Account Executive

What are Druva Perks + Benefits

Druva Benefits Overview

Benefits include competive compensation, comprehensive medical, vision and dental, unlimited PTO, 10 paid Hollidays, 401k matching program, and stock options. Some perks include daily catered lunches, weekly happy hours, casual dress code and volunteer opportunities.

Culture
Volunteer in local community
Friends outside of work
Eat lunch together
Open office floor plan
Health Insurance & Wellness Benefits
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Retirement & Stock Options Benefits
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Happy Hours
Professional Development Benefits
Job Training & Conferences
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Paid industry certifications
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