Solutions Specialist Data Protection

Solution Specialist Data Protection H/F/N

• Within the Enterprise Product Growth team, the Solutions Specialist is responsible for selling data protection solutions covering backup, disaster recovery, business continuity, and disaster recovery planning (DRP).
• The Solutions Specialist helps customers understand why protecting data and maintaining the availability of critical applications are essential business priorities. The role combines consultative selling, technical expertise, and business-value communication to help customers define an appropriate protection strategy, select the right services, and meet their required Recovery Point Objectives (RPO) and Recovery Time Objectives (RTO).
• Sell backup, data protection, disaster recovery, business continuity, and DRP solutions to Enterprise customers (GTM Digital Scalers & Corporate) and prospects.
• Explain clearly and convincingly the business, operational, financial, regulatory, and reputational risks associated with data loss, service interruption, ransomware, infrastructure failure, and inadequate recovery preparedness.
• Lead discovery discussions to understand the customer’s business-critical applications, data, infrastructure, dependencies, risks, compliance requirements, and current protection maturity.
• Assess and document customer requirements for RPO, RTO, retention, resilience, geographic separation, immutability, encryption, recovery testing, and operational governance.
• Translate business continuity requirements into fit-for-purpose solution architectures, service levels, protection policies, and commercial proposals.
• Explain the difference between backup, replication, high availability, disaster recovery, business continuity, and disaster recovery planning, and position each capability appropriately.
• Lead customer workshops, assessments, presentations, demonstrations, proof-of-concepts, recovery exercises, and solution validation sessions when appropriate.
• Help customers evaluate the effectiveness of their current backup and recovery strategy, including recovery testing, monitoring, alerting, reporting, and evidence of recoverability.
• Address modern data protection challenges, including ransomware resilience, immutable backups, isolated or air-gapped copies, identity protection, privileged access, and recovery from compromised environments.
• Position managed backup and disaster recovery services in relation to customer objectives, internal capabilities, regulatory expectations, and total cost of ownership.
• Built expert-level knowledge of the company’s backup, disaster recovery, DRP, and related cloud and security offers.
• Developed the ability to explain the business importance of data protection and to qualify customer requirements using RPO, RTO, recovery tiers, retention, and resilience criteria.
• Supported account teams on customer discovery meetings, workshops, demonstrations, solution validation, and proposals.
• Identified, qualified, and pursued high-potential opportunities across prospects and existing customers.
• Built strong customer trust and positioned complete data protection and disaster recovery solutions aligned with business-critical requirements.
• Delivered or exceeded agreed revenue, pipeline, and product adoption objectives for the data protection portfolio.
• Enabled the wider sales organization to conduct high-quality resilience conversations and identify relevant opportunities
• Deep technical and commercial understanding of backup, data protection, disaster recovery, business continuity, and DRP solutions.
• Strong understanding of RPO, RTO, retention policies, backup frequency, recovery tiers, replication, failover, failback, recovery testing, and service-level commitments.
• Ability to design or position solutions that balance resilience, recoverability, operational complexity, and total cost of ownership (TCO).
• Excellent discovery, communication, presentation, storytelling, negotiation, and relationship-building skills.
• Ability to translate customer requirements into solution architectures, service descriptions, value propositions, and commercial proposals.
• Proven track record in consultative sales of complex infrastructure, cloud, cybersecurity, backup, or managed services solutions.