Veeam Data Cloud Solution Engineer

Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it. Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running.

This role resides in the specialist sales organization and reports to the WW solution engineering leader of the Veeam Data Cloud M365 business. The role will partner closely with the Veeam Data Cloud M365 sales specialist to drive world-class sales experiences for customers. The role will also work closely with the Veeam Field sales roles –the account executive and solution engineer. By partnering the Veeam Field sales team and the Veeam Data Cloud M365 specialist and solution engineer, Veeam will deliver the best and most value-add sales experience for customers, helping them define the best data protection and resiliency plan possible. This role will also be deeply connected with Microsoft to leverage the Veeam + Microsoft partnership to drive co-sell.

This role is accountable to win the technical decision on large, complicated M365 data protection opportunities. This role is the technical expert on Veeam’s M365 data protection products and will need to know detailed product capabilities, demonstrate the product in opportunities, oversee proof of concept tests with customers and explain the benefits of Veeam’s technical solution. This role will carry a quota focused on Veeam Data Cloud M365 and be expected to directly engage in sales cycles for opportunities above $100k ARR and advise on smaller opportunities. The Veeam Data Cloud M365 sales specialist will focus on winning the customer decision and proving value, and the solution engineer will focus on winning the technical decision.

This role will be responsible for being up to date on Veeam product capabilities, product roadmap, M365 Backup and the M365 product set. This role will also be accountable for knowing top compete plays in the M365 data protection space against Veeam’s top competitors.

This position is based in Hong Kong and may require occasional travel across the Asia Pacific & Japan (APJ) region as business needs arise.

Responsibilities:

Drive revenue: be an expert on Veeam Data Cloud M365 and progress deals by winning the technical decision

Technical expertise: present deep, technical subject matter expertise on Veeam Data Cloud M365 and M365 Backup, including staying current on product features, competitor features

Customer engagement: collaborate with the sales team to engage customers, identify needs, craft compelling and tailored product demonstrations and recommend solution designs

Solution design: Architect Veeam Data Cloud M365 solutions aligned with customer objectives and industry best practices

Proof of Concepts (PoC): Participate in developing and executing PoCs to validate the effectiveness and suitability of Veeam solutions in the customer’s environment

Documentation: Create and maintain technical documentation, including solution briefs, whitepapers and best practices to enhance the quality and efficiency of sales efforts, especially around restore orchestration and backup policy design

Collaboration: Serve as the “voice of the customer” by driving a regular cadence with Veeam’s relevant product teams to outline feature gaps, product enhancement opportunities and key technical issues in losses

Training: Deliver training to customers, partners and Veeam sales tams on Veeam Data Cloud M365 and best practices for data protection and recovery. Empower Veeam’s global field sales teams through on-going consultation, knowledge sharing and best practices

Qualifications

Must Have: At least 10+ years in software sales, technical pre-sales, or solution engineering roles; ideally have worked directly selling Microsoft 365 or selling M365 data protection solutions

Bachelor’s degree in computer science, information technology, or a related field (or equivalent work experience)

In-depth knowledge of Microsoft 365 and data protection requirements, especially for Exchange, OneDrive, SharePoint, Teams and EntraID

In-depth knowledge of Cloud security requirements, Azure services, M365 APIs

Technical depth on backup & recovery processes and requirements

Ability to simplify complex technical concepts and communicate them clearly to non-technical individuals

Ability to establish rapport quickly with customers, partners and sales teams

Ability to work cross-functionally with Sales, Renewals and Field Marketing

Excellent written and presentation skills for both external and internal audiences

Be able to travel up to 50% of time

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