Senior MSP Sales Engineer, Druva
$176-261.3k
More information about location
Cloud-based backup SaaS platform
Job no longer available
Cloud-based backup SaaS platform
1001+ employees
Job no longer available
$176-261.3k
More information about location
1001+ employees
Company mission
To defend business data and eliminate the stress typically associated with data protection and security.
Role
Who you are
- 7+ years in technical customer-facing roles with at least 3+ years as a Sales Engineer (preferred as an MSP SE)
- 3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus)
- Experience with Identity Providers (Entra ID, Active Directory, Okta), SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper-V, Nutanix, Proxmox), 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 organization focus 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
- Strong knowledge of enterprise server backup technology
- Competence with competitive data protection platforms and services inclusive of Disaster Recovery and Recovery from a ransomware event
- Basic understanding of introductory security principals
- Knowledge and practical experience with VMware & Hyper-V administration
- Backup & Restore of file systems and databases
- Exposure to AWS services - mainly EC2, RDS, S3, IAM, & VPC
- Understanding of project management methodologies and processes
- Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers
- Exposure to Azure services - mainly Azure VM, Azure SQL, Azure File and Azure Blob
- Travel at least 25% of the year (business days)
- Strong knowledge of enterprise data protection and cyber resilience technologies
- Can demonstrate thought process in onboarding MSP partners
- Knowledge and practical experience with SaaS applications such as M365, Google Workspace or Salesforce
- Knowledge and practical experience with one or all of the following VMware, Hyper-V, Proxmox and Nutanix AHV administration
- Data protection knowledge and understanding of File, NAS, MSSQL and Oracle environments
- Exposure to AWS or Azure cloud native services
- Eligible to travel to Canada and Mexico if required
What the job involves
- This role sits on a highly collaborative, performance-driven Managed Service Provider account team focused on enabling Service Providers to modernize data protection and cyber resiliency for their customers with Druva’s 100% SaaS platform
- You will collaborate with multiple MSP Account Managers and Customer Success Managers across North America as a dedicated Systems Engineer to drive deep discovery, strong partner engagement, and a consultative sales motion across the full lifecycle, from prospecting through expansion
- This is a high-impact role for someone who thrives on territory ownership, values teamwork, and enjoys building durable customer relationships while driving new growth
- We are seeking an experienced Sales Engineer to amplify our Managed Services capabilities and support Druva’s MSP growth trajectory
- You will be a critical partner to your MSP Account Management teams, collaborating with cross-functional teams to drive strategy, execution, and process excellence
- You will work alongside your Account Managers to identify high-potential partners and develop technical business plans to grow their practice, conduct technical workshops, "lunch and learns," and deep-dive demo sessions to ensure service provider teams are self-sufficient
- The MSP SE is expected to help partners discover Druva solutions that integrate with their customers, and your efforts will directly contribute to operational efficiency, revenue growth, customer satisfaction, and service excellence
- Deliver awe-inspiring technical product presentations and demos, provide timely and insightful responses to customer queries, plan effective MSP onboarding and recommend creative ways Druva can solve MSP problems
- Understand and participate in answering the functional and technical elements of RFIs/RFPs
- Perform remote installations, training, and ensure the success of MSP POCs
- Effectively communicate MSP and MSP customer requirements to the Druva Product management teams
- Meet business objectives, working in collaboration with MSP Sales Executives in the region
- What Success Looks Like in the Senior MSP Sales Engineer Role:
- Consistent enablement of new and existing Managed Services Providers on the value of Druva
- Consistent education of MSPs on new Druva product launches and Go To Market activities
- Drive collaboration between MSP sellers and Druva sellers
- Increase Annual Recurring Revenue in MSPs through:
- Net new logo business
- Expansion and upsell of additional Druva services within existing install base (upsell / cross-sell)
- Signing new Strategic MSPs
- Drive MSP Sales and Technical Certifications
- Provide Druva Partner Marketing and MSP Product teams feedback on go to market activities and product enhancements
Our take
The data protection industry is booming, thanks to a move to the cloud. Businesses now have access to vast amounts of data that can provide deep insights into every aspect of their operations, but at the same time are vulnerable to cybercrime and service outages. Druva, founded in 2008, exists to protect that vital data with a cloud-based backup service.
As the move to the cloud accelerates, there is a rising number of companies offering data resiliency services, including IBM, Commvault and Rubrik. However, unlike major competitors, Druva's platform is the first entirely cloud-based service, needing no hardware changes. While newer startups have begun to take this same approach, they lack the size, expertise and client base to compete with Druva.
Considered a leader in its sector, Druva has thousands of enterprise clients including household brand names like Samsung, Hulu and DHL. With the Druva Data Resiliency Cloud now surpassing an average of 17 million daily backups, it is clear that demand for the product is still accelerating, and that the company has plenty of room to continue its growth.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Apr 2021
$147m
SERIES H
Jun 2019
$130m
SERIES G
Total funding: $475m
Company benefits
- Well-being: We ensure Druvans and their families have comprehensive healthcare and mental health programs
- Family-Oriented: We provide paid maternity, paternity, adoption and family medical care leave – plus funding to support adoption, fertility treatment, and other related expenses
- Financial Gain: We offer competitive compensation, FSA/HSA accounts, equity, and more, to reward Druvans for their hard work
- Rest and Re-Energize: We encourage Druvans to rest with time away as often as needed because we believe it’s our employees’ passion and creativity that makes Druva special
Company HQ
Santa Clara, CA
Leadership
Jaspreet Singh
(Founder & CEO)Before founding Druva, Jaspreet was a Member of the Technical Staff at Veritas and a Software Engineer with Ensim India.
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