Senior Solution Architect, MSP

Overview

Senior Solution Architect for Druva's Channel and MSP sales engineering team, supporting strategic MSP partners across the International territory and driving technical discovery, partner engagement and consultative sales.

What you'll do

• Build and manage technical relationships with Druva's Strategic MSPs to drive incremental revenue.
• Assist MSPs with prospects and customers interested in adopting Druva products.
• Evangelise selling of Druva based on value propositions, competitive differentiators and advantages.
• Provide oversight, guidance and assistance during the MSP sales process to ensure mutual success.
• Lead technical discussions on the value Druva can provide to their clients.
• Develop and execute enablement plans with joint executive support and budgets.
• Gather, track and translate partner feedback and help steer the Druva product roadmap.
• Develop domain expertise and thought leadership on the MSP's current and new areas of focus.
• Define and deliver formal and informal technical training sessions for MSP resources.
• Establish and maintain technical expertise on current and developing Druva products and technology.
• Execute business initiatives to produce incremental revenue streams.
• Help develop partner collateral material in cooperation with sales and marketing.
• Maintain field-level relationships with partners to ensure effective positioning of Druva's solutions.
• Create technical content showing MSPs how to implement specific use cases or best practices for new technologies.
• Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and Sales.

What you'll need

• 4+ 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.
• Fast learner in a dynamic environment with changing priorities.
• Results-oriented with the ability to prioritize activities, plan and organize focus to meet commitments.
• Excellent high-energy presentation, communication (verbal and written) and relationship-building skills across all levels of management, including negotiations and risk abatement.
• Strong knowledge of enterprise server backup technology.
• Competence with competitive data protection platforms and services, including Disaster Recovery and recovery from a ransomware event.
• Basic understanding of introductory security principles.
• Knowledge and practical experience with VMware and Hyper-V administration.
• Backup and restore of file systems and databases.
• Knowledge of networking concepts (TCP/IP, DNS, bandwidth management, firewalls).
• Understanding of network technologies and protocols: TCP/IP, VLAN, DNS, switches, firewalls, routers.
• Experience with cloud providers and virtual environments (VMware, Hyper-V, Nutanix, Proxmox) and storage technologies (SAN/NAS).
• Travel at least 40% of the year (business days).

Nice to have

• Backup and SaaS experience.
• Existing technical relationships within UK Tier 1 VARs and/or UK MSPs (highly recommended).
• Experience with a SaaS company or demonstrable deep knowledge of SaaS practices.
• Exposure to AWS services, mainly EC2, RDS, S3, IAM and VPC.
• Exposure to Azure services, mainly Azure VM, Azure SQL, Azure File and Azure Blob.

Details

• Remote, UK.
• Travel at least 40% of the year (business days).