• Ensure Egnyte’s largest and most strategic customers renew and grow their business with us • Conduct architectural discovery sessions and business impact analysis workshops to understand the requirements and value related to the business outcomes of solution recommendations. • Collaborate with account teams to conduct technical discovery, align use cases with platform capabilities, and guide deal strategy. • Define scalable, secure architectures, including leveraging Egnyte’s APIs and third-party integrations to meet complex customer requirements. • Prepare and deliver presentations and briefings for executives and technical leads, utilizing both storytelling and technical approaches to convey information appropriately for each audience type. • Deliver documentation and high-level design overviews for proposals, Proof-of-Concepts (POCs), and implementation handoffs. • Collaborate with other Principal Solutions Architects to develop and enhance discovery and sales facilitation frameworks and tools. • Actively engage in the developing and enhancing of best practice knowledge bases and information sharing. • Serve as a liaison between early adopter customers and prospects and our Product Beta Programs

Role Description This role will lead and scale regional Sales Engineering (Presales) teams to translate company strategy into executable technical sales plans that drive pipeline conversion, deal wins, and successful solution delivery. You will optimize resources, drive operational excellence, and foster cross-functional collaboration with Sales, Channel, Product, Marketing, Services, and Operations to deliver customer outcomes and build lasting technical trust. This role typically reports to the Regional VP Sales Engineering and partners closely with Services/Delivery leadership. Travel may be required for key customer engagements, team development, and regional business reviews. What You’ll Do - Leadership & operating rhythm: Lead a team (or multiple small teams) of Sales Engineers, managers, and senior professionals; set direction, priorities, and performance expectations aligned to company and regional objectives. - Technical sales strategy: Translate corporate strategy into actionable regional technical sales plans, including coverage model, enablement, and execution standards across the presales lifecycle. - Solution design strategy: Direct regional solution architecture approach to ensure teams design scalable, secure, and differentiated solutions that meet customer requirements and win competitive deals. - Customer discovery: Define and enforce discovery methodology that uncovers business outcomes, technical constraints, and decision criteria; use data-driven insights to improve win rates and forecast quality. - Demos & POCs: Own demonstration and proof-of-concept strategy; ensure compelling technical validation, strong success criteria, and appropriate resource allocation to maximize deal impact. - Cross-functional execution: Drive effective collaboration with Sales, Channel, and Operations; influence organizational and process decisions that remove friction and accelerate deal progression. - Technical trust-building: Establish the region’s approach to positioning the company as the trusted technical advisor through executive engagement, architecture reviews, and deep customer relationships. - Competitive positioning: Direct regional competitive strategy; equip teams with battlecards and technical differentiation, and influence Product/Marketing with market feedback and competitor insights. - Operational excellence: Optimize staffing and budget, improve presales processes, and standardize best practices; track KPIs and implement continuous improvement plans. - Talent development: Recruit, coach, and develop high-performing SE talent; create career paths, succession plans, and a culture of accountability, learning, and inclusion. Qualifications - 10+ years in Sales Engineering / Presales / Solutions Architecture within enterprise software, cloud, data management, cybersecurity, or similar technical domains. - 5+ years of people leadership experience, including managing managers and/or multiple teams across a region. - Proven track record of improving technical win rates, influencing large/complex deals, and scaling presales motions (discovery, demo, POC, proposal support). - Strong solution architecture capability across customer environments (on-premises, cloud, hybrid), with sound understanding of security, integration, and operational considerations. - Experience partnering with Sales leadership on territory planning, coverage models, pipeline governance, and forecasting. - Excellent executive communication skills (customer-facing and internal), including the ability to translate technical concepts into business value. - Bachelor’s degree in Computer Science, Engineering, or a related field (or equivalent experience). Advanced degree is a plus. Benefits - 25 paid vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares. - Private medical, dental, and vision insurance with dependent enrolment. - Life insurance with enhanced coverage and global 24/7 protection. - Income protection after 26 weeks, covering a portion of salary. - Defined contribution pension plan with employer match. - Worldwide travel insurance for business and leisure, with option to enroll dependents. - Employee Assistance Program with therapy, legal, and financial support, plus online GP services and wellbeing programs. - Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops and learning events like our annual Global Day of Learning. Company Description Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands.

• Lead a Sales Engineering team focusing on Data Security and Cyber Resilience. • Foster a culture of positivity, operational excellence, collaboration, and continuous improvement. • Develop and mentor Sales Engineers to enhance their technical, customer, and competitive knowledge continuously. • Provide proactive support to your team in Accounts and Deals, exerting meaningful and results-driven customer-facing influence. • Guide the team in successfully implementing proof of concepts to demonstrate the business value of the designed Cohesity solution. • Offer hands-on technical and project management support to ensure project success and achieve final Technical Decision Authority approval. • Collaborate closely with regional Sales, Channel, and Marketing Leaders to drive business actively. • Communicate Cohesity's vision by developing and delivering product demonstrations, workshops, white papers, and proposals.

• Collaborate with customers to develop industry-specific machining solutions. • Demonstrate capabilities through engineering excellence and customer service. • Develop sales and profitability within a designated geographical area. • Prospecting, making sales calls, product training, customer support/analysis, and process/product recommendations. • Documented cost reductions and CRM administration. • Implement innovative machining techniques and drive continuous improvement initiatives with customers.