VDC M365 Solutions Engineer

Veeam（ヴィーム）は、データレジリエンス分野で世界No.1のマーケットリーダーです。私たちは「企業はいつでも、どこでも、自分たちのデータをコントロールできるべき」という信念のもと、データバックアップ、データリカバリ、データポータビリティ、データセキュリティ、データインテリジェンスといった幅広いソリューションを提供しています。

本社は米国シアトルにあり、世界30か国以上に拠点を持ち、世界で55万社以上のお客様にご利用いただいています。その中には、Global 2000企業の74％やFortune 500の81％といった世界有数の大手企業も含まれます。

Veeamは、クラウド、仮想環境、物理環境、SaaS、Kubernetesといったあらゆる環境を一元的に保護する「Veeam Data Platform」を展開しています。これにより、IT部門やセキュリティ部門のリーダーが安心して業務を遂行できるようサポートしています。データ保護、バックアップ、リカバリ分野において世界No.1の地位を確立しているVeeamは、Microsoft 365向けデータ保護でも業界トップであり、すでに1,800万シート以上を保護しています。

このポジションは、Veeam Data Cloud M365事業の一員として、M365向けデータ保護ソリューションの技術的専門家としてご活躍いただきます。セールスチームと連携しながら、お客様に最適なデータ保護・レジリエンスプランを提案・実現する役割です。また、Microsoftとのパートナーシップを活かし、共同提案（co-sell）にも積極的に携わっていただきます。

主な業務内容：

• Veeam Data Cloud M365に関する技術的な意思決定をリードし、案件を推進する
• M365およびVeeamソリューションに関する知識を活かし、お客様に最適なソリューションを提示する
• お客様の課題を理解し、営業チームと協働してデモや提案を実施する
• 業界ベストプラクティスに基づいた最適なアーキテクチャを提案する
• お客様環境での効果検証を支援し、Veeamの価値を実証する
• 提案資料、ホワイトペーパー、ベストプラクティスを作成し、営業活動をサポートする
• お客様の声を開発チームへ届け、機能改善や新機能提案につなげる
• 顧客・パートナー・社内セールスチーム向けにトレーニングを提供し、ナレッジを共有する

求める人物像・経験：

• ソフトウェア営業、プリセールス、ソリューションエンジニアの経験（10年以上の経験をお持ちの方が望ましい）
• Microsoft 365、特にExchange、OneDrive、SharePoint、Teams、Entra IDに関する知識
• クラウドセキュリティ要件やAzureサービス、M365 APIの理解
• バックアップ＆リカバリに関する技術的知識と実務経験
• 複雑な技術を分かりやすく説明できるコミュニケーション力
• 顧客・パートナー・社内メンバーとの信頼関係を築くスキル
• 文章・プレゼンテーションスキル
• 出張が可能な方

Veeam®, the #1 global market leader in data protection and ransomware recovery, is on a mission to empower every organization to not just bounce back from a data outage or loss but bounce forward. With Veeam, organizations achieve radical resilience through data security, data recovery, and data freedom for their hybrid cloud. The Veeam Data Platform delivers a single solution for cloud, virtual, physical, SaaS, and Kubernetes environments that gives IT and security leaders peace of mind that their apps and data are protected and always available. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 450,000 customers worldwide, including 74% of the Global 2000, who trust Veeam to keep their businesses running. Come join Veeam - the world leader in data protection, backup, and recovery! Veeam is the #1 player in the market per IDC, has 450K+ customers, a 35K partner ecosystem, and 81% of the Fortune 500 use Veeam. We are also the #1 player in the Microsoft 365 data protection business with 18M+ seats protected. We seek an experienced solution engineer for our M365 data protection business and Veeam’s new SaaS solution. 

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 Japan 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 

 #LI-SM2