Senior Sales Engineer, Dell

About DruvaYou won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure.Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner Magic Quadrant for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results.Visit druva.com and follow us on LinkedIn, X and Facebook.The Role & The TeamDruva is looking to hire a Senior Dell Alliances Sales Engineer supporting the Americas region that would be the technical lead for advancing innovation, growth, and scale of Druva and Dell relationships. This position is a key technical advisor responsible for Druva's strategic technology relationship with Dell and will work closely with the Druva’s Dell Alliance Managers to develop and execute on comprehensive and innovative business plans. The ideal candidate is a Data Protection expert and demonstrates competence in SaaS technologies, strategic planning, solution development, technical enablement, and process management. This candidate has 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 individual contributors who are empowered to make decisions and run their day-to-day business.What You Will Do:Drive new and incremental revenue through increased Dell PowerProtect Backup Services (PPBS) revenue through the strategic partnershipsBuild and manage the technical relationships with the Dell teamAssist Dell with prospects and customers interested in adopting the PowerProtect Backup Services productsPromote selling of PowerProtect Backup Services based on value propositions, competitive differentiators, and advantagesProvide oversight, guidance, and assistance during the partners sales process to ensure mutual successLead technical discussions with Dell partners on the value PPBS can provide to their clientsDevelop and execute enablement plans with joint executive support and budgetsGather, track, and translate Dell feedback and help steer the Druva product roadmapDevelop domain expertise and thought leadership regarding Dell’s current areas of focus as well as in new areas for expansionDefine and deliver formal and informal technical training sessions for Dell resourcesEstablish and maintain technical expertise on current and developing PPBS products and technologyExecute business initiatives to produce new and incremental revenue streamsHelp develop PPBS collateral material in cooperation with sales and marketingMaintain field level relationships with Dell to ensure effective positioning of PPBS solutionsCreate technical content to show Dell how to implement specific use cases or best practices for new technologiesPrepare partner demos and proof of concepts to demonstrate various use cases for the PPBS PlatformDistill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and SalesWhat We Are Looking For:8+ years in technical / customer-facing roles with at least 3+ years as a Sales Engineer3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus)Experience with Active Directory, SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper-V), 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 prioritiesResults-oriented with the ability to prioritize activities, plan and organized to meet commitmentsExcellent presentation, communication (verbal & written), and relationship building skills, across all levels of management including negotiations and risk abatementExperience with a SaaS company or demonstrable deep knowledge of SaaS practicesTravel up to 25-50%Requirements:Strong knowledge of enterprise server backup technologyCompetence with competitive data protection platforms and servicesKnowledge and practical experience with VMware & Hyper-V administrationBackup & Restore of file systems and data basesExposure to AWS services - mainly EC2, S3, IAM & VPC.Understanding of project management methodologies and processesUnderstanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routersWhy You’ll Love Working HereInnovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on. If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.What We OfferThe pay range for this position is expected to be between $176,000 and $235,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time. Data Privacy Notice for Job Candidates:For information on personal data processing, please see our Druva Privacy PolicyDruva is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at View email address on click.appcast.io IS THE LAWNOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS