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.

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