Channel Presales Technical Architect / Architecte technique avant-vente pour les partenaires

Description

This role is newly created and currently vacant, and the company encourages all interested candidates to apply.

The position is remote (teleworker), so you will mainly work from home.

The company is an edge-to-cloud business that helps customers connect, protect, analyze and act on their data and applications, from the edge to the cloud.

You will be the trusted technical advisor to the company's top channel partners and build their technical advocacy for its storage solutions across the partner community.

You will help partner teams position, design and deliver storage and data protection solutions for their customers, turning that capability into pipeline and revenue growth.

The role combines deep storage architecture work with partner enablement: you will support partner sellers and engineers on live opportunities while building their ability to lead with the company on their own.

Responsibilities

• Build lasting relationships with partner technical and sales teams and become their go-to contact for the company's storage.
• Enable more partner engineers to position, demo and design storage solutions with confidence, using enablement sessions, workshops, whiteboarding and hands-on labs.
• Find and develop technical champions in partner organizations and help them progress through company certifications and partner program requirements.
• Represent the company at partner events, tech days and customer briefings.
• Take part in deep-dive discussions with partners and end customers to understand technical needs and review their current IT infrastructure.
• Turn those needs into an architected solution, covering technical alternatives and potential gaps.
• Give presentations and demos that link the company's technical capabilities to clear business outcomes for partners and their customers.
• Help configure solutions and run proofs of concept (PoCs) that meet partner and end-customer requirements.
• Build competitive strategies with partners to beat rival vendors.
• Work with company account teams, channel managers and partners to generate, qualify and advance storage opportunities.
• Grow the company's footprint across the partner community by driving adoption of new technology, upgrades and refreshes in the installed base.
• Keep pipeline information accurate and current for your partners so each deal is worked and moves toward close.
• Ensure a smooth handover from sale to implementation by walking partners and internal teams through the solution design and identifying training needs.

Requirements

• A bachelor's degree in engineering, computer science or a related technical field, or equivalent practical experience.
• 5+ years of technical presales experience with a major storage vendor or a storage-focused channel partner.
• Deep hands-on experience pitching, demoing and architecting complex storage solutions.
• Proven knowledge of virtualization, including VMware or KVM environments, and of at least two application stacks such as Microsoft SQL Server, Oracle or SAP.
• Hands-on working knowledge of at least one major public cloud (AWS, Azure or Google Cloud). Cloud certifications are preferred.
• Broad expertise across the full data lifecycle, including block, file, backup, ransomware protection and related solutions.
• Deep competitive knowledge of at least one major storage vendor.
• Expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions. This is preferred, not required.
• Strong understanding of channel partner business models and offerings, and a proven ability to engage, work with and technically enable partners throughout the sales cycle.
• Excellent consultative selling skills, including active listening, framing, whiteboarding and storytelling.
• Excellent written and verbal communication, with the confidence to present to both technical teams and business executives.
• Solid knowledge of storage industry trends, competitor products and strategies.
• Strong business and financial acumen, including an understanding of the roles and priorities of different customer stakeholders.
• Solid project management, analytical and problem-solving skills.
• Familiarity with CRM systems and sales tools, and comfort using social media and other channels to share technical content.
• Storage-related industry certifications are strongly preferred.

Conditions

This is a sales role at job level TCP03, based in Canada, working remotely.

The annual salary range is CAD 139,000 to 257,000, or CAD 173,000 to 223,000 in Ontario.

The range covers combined base and target sales pay at 100% of the sales plan, split 80% base salary and 20% target sales compensation.

The actual offer may vary within the range based on location, experience, education, training and skill level.

Variable incentives may also be offered.

The company is an equal employment opportunity employer and makes decisions based on qualifications, merit and business need.

Benefits

• A comprehensive benefits package that supports physical, financial and emotional wellbeing.
• Career development programs to help you become a knowledge expert in your field or move into another division.