Principal Sales Engineer, International (EMEA & APJ) at Veritas Technologies LLC

Veritas’ Worldwide Field Operations (WFO) propels company growth by driving all aspects of new business and channel sales and includes global sales operations and global sales enablement for all new business and renewal sales.

Responsibilities

Sales Opportunity Support

• Support on opportunities where needed and where the local Technical Sales teams do not possess the required knowledge.
• Help and support where an opportunity requires a specific product roadmap item or functionality, by assisting with the enhancement request to Product Management.
• Engage in project like activities driving efficiency and revenue. For example, organization of the annual Customer/Technical Forum in collaboration with Marketing, Product Management.
• Drive RFP/I enhancement processes.
• Engage with the Product Business Unit and Engineering driving improvement in sizing tools and information related to product functionality.
• Work with Product Business Unit and Engineering for assistance in Proof of Concepts.

Technology Champion Community

• Responsible for driving and maintaining the Technology Champions Programme and Community for their area of expertise to support collaboration across the regions.
• Organize and manage regular calls for their communities for information and best practice sharing.
• Arrange and manage participation in Deployment Readiness Weeks or in Product Rotations for Sales Engineer to testing/preview software prior GA.
• Maintain shared repository where the community collaborate and create shared knowledge and information.

Enablement

• Provide enablement outside of the official Enablement team via the Technology Champion community programme.
• Assist Technical Field Enablement with providing input on the Learning Paths for Sales Engineers.
• Develop a Global Partner Technology Community to improve better communication and information sharing with the Partner Sales Engineering community and Veritas.
• Delivery of roadmap sessions or help enabling Technology Champions to deliver roadmap sessions for Partners.
• Participates in helping source and provide lab environments, offering these resources for demos and also for Deployment Readiness Weeks or Product Rotations.

Channel

• Assist the Channel Partner Managers by delivering presentations about product roadmaps, programs and solutions, and the Veritas strategy.
• Provide input for Channel programmes to Channel leadership.
• Expansion of Technology Champion community to the Partner community.
• Assist with recording product enhancement request to Product Management and provide feedback from Product Management.

Product Management

• Responsible to manage the field product enhancement requests into Product Management.
• Undertake quarterly reviews of the product enhancement requests and provide an update to the status of requests.
• Product enhancement escalations into Product Management where Sales needs specific enhancement requests to secure sales.
• Represent the Worldwide Field Organization’s International Geo at the Global Field Advisory Council for future product enhancements and developments.

Technology Experience

• Veritas InfoScale product portfolio.
• Good understanding of high availability & disaster recovery technologies for enterprise workloads such as Oracle, SAP, etc.
• Expert level understanding of software-defined-storage technologies and storage architectures such as Block, File & Object.
• Hands-on experience with x86 virtualization platforms such as VMware VSAN & Nutanix.
• Knowledge of emerging platforms like public cloud infrastructures from hyperscale cloud providers and containers / micro-services is highly desired.

Leadership Experience

• An expert storyteller to present about Veritas software-defined-storage products at industry events, partner summits and sales conferences.
• Persuasive presentation and public speaking skills, able to command an audience while articulating a meaningful message.
• Self-motivated, self-starter and results oriented to upskill and developing self and others.
• Confident to constructively challenge the status quo.
• Experience and demonstrated leadership in product and technology specialization.
• Keep up to date on market and industry trends.
• Strong relationship skills and executive presence, communications, and business acumen skills.
• Strong leadership, and technical skills.
• Be able to engage at any level in customer organizations – to convey product value and technology in-depth.
• Able to work in unstructured environments and situations and prioritize effectively with minimal supervision applying project management principles to achieve results.
• Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives.

Minimum Required Skills Include

• Bachelor’s degree in Engineering, Computer Science, or MIS - typically 10+ years of SE.
• Larger deal technical closure.
• Provides input on product direction.
• May mentor other SEs as Team Lead.
• Sought after resource by sales and other SEs within the International Geo.
• Proven track record of building and maintaining excellent customer relationships with both technical and business stakeholders.
• Ability to map Veritas offerings against customer needs and to identify new opportunities within the territory/customers.
• Understanding of operational cadence in specific areas. Ensures operating within compliance from a process, legal and revenue recognition.
• Presents themselves in a professional manner, being a representative of their organization
• Comes from an IT background working within a world class software organization covering IT Infrastructure, Data Center technology.