Commercial Sales Engineer - NSW Australia
The Sales Engineer (SE) is a technical sales role responsible for driving pre-sales engagement across strategic Commercial accounts in Sydney. This position requires a strong technical account leader who can align technology solutions to business outcomes, influence executive stakeholders, and contribute directly to revenue growth.
As a trusted advisor, the SE operates across all levels of customer organisations, from C-suite through to technical teams, while partnering closely with Sales, Partners, and internal stakeholders to deliver successful outcomes.
What you'll do:
Territory & Account Ownership
Own and drive the technical strategy across a portfolio of Commercial accounts spanning Sydney.
Partner with Account Executives to develop and execute territory plans, account strategies, and opportunity plans
Identify, develop, and progress new business opportunities within assigned accounts and territory
Customer Engagement & Advisory
Establish yourself as a trusted advisor with senior IT and business stakeholders (CIO, CTO, CISO, Heads of Infrastructure, etc.)
Lead technical discovery sessions to uncover business, operational, financial, and risk-based challenges
Translate customer requirements into solution architectures aligned to business outcomes
Solution Leadership & Deal Execution
Drive complex sales cycles by:
Leading technical strategy and solution design
Coordinating specialist resources across the organisation
Defining scope, sizing, and deployment approaches
Supporting commercial and deal qualification processes
Deliver compelling executive and technical presentations, workshops, and business cases
Lead and execute proof-of-concepts (POCs), pilots, and demonstrations
Technical Account Planning
Build and maintain Technical Account Plans for key customers and prospects
Proactively engage technical stakeholders to drive pipeline growth and customer success
Align technical strategy to broader account and territory objectives
Partner & Ecosystem Engagement
Enable and support channel and alliance partners across ANZ
Collaborate with partners to co-sell and deliver integrated solutions
Build strong relationships with internal teams including Sales, Product, Marketing, and Support
Internal Leadership & Contribution
Act as a technical leader within the region, contributing to:
Regional sales meetings and QBRs
Field enablement and knowledge sharing
Continuous improvement of sales and technical processes
Provide feedback to product and engineering teams based on field insights
Who you are:
Experience & Background
5+ years in the software, cloud, or data management industry
3+ years in a pre-sales / Sales Engineering role supporting Commercial customers
Proven experience working with Commercial accounts in Australia
Technical & Domain Expertise
Strong understanding of:
Data management (backup, recovery, replication, compliance)
Cloud platforms (Azure, AWS, hybrid environments)
Infrastructure (storage, compute, networking, hypervisors)
Exposure to applications such as SAP, Oracle, Microsoft 365, databases, etc.
Familiarity with modern licensing models (SaaS, subscription, capacity-based)
Sales & Consulting Skills
Strong consultative selling approach with ability to:
Translate technical capabilities into business value
Build executive-level narratives and business cases
Support TCO/ROI discussions
Experience with sales methodologies such as MEDDPICC, Challenger, TAS, or similar
Leadership & Collaboration
Proven ability to lead virtual teams of specialists across complex sales cycles
Strong stakeholder management across internal and external teams
Comfortable operating autonomously in a high-growth, fast-paced environment
Other Requirements
Based in Sydney Australia
Ability to travel across ANZ as required (~30-50%)
Degree in Computer Science, Engineering, or related field (preferred)
Why this role matters
This role sits at the centre of customer success and revenue growth, bringing together technical expertise, business acumen, and strategic thinking to help organisations solve complex data and resilience challenges.
#LI-AL1
