Channel Presales Technical Architect - Florida

Description

This is a remote role, so you will mostly work from home.

The company helps businesses connect, protect, analyze and act on their data and applications across edge and cloud environments.

You will be the technical adviser to the company's largest channel partners and help them position and use its storage and data protection products.

You will work next to partner sellers and engineers on live opportunities while building their ability to lead with the company on their own.

Responsibilities

• Become the go-to storage contact for partner technical and sales teams and build lasting working relationships with them.
• Grow the number of partner engineers who can confidently position, demo and design the company's storage, using enablement sessions, workshops, whiteboard sessions and hands-on labs.
• Find and develop technical champions inside partner firms and help them meet certification and partner program requirements.
• Represent the company at partner events, technology days and customer briefings.
• Join deep-dive sessions with partners and end customers, review their current infrastructure, and turn their needs into an architecture that notes alternatives and gaps.
• Give presentations and demos that link the company's technical capabilities to business results for partners and their customers.
• Help build solution configurations and proofs of concept that meet partner and end-customer requirements.
• Work with partners to build competitive plans that beat rival vendors.
• Work with company account teams, channel managers and partners to create, qualify and advance storage opportunities.
• Drive adoption of new technology, upgrades and refreshes across the installed base, growing the company's presence in the partner community.
• Keep partners' pipeline records accurate and current so every deal is followed through to close.
• Make the handover from sale to implementation smooth by briefing partners and internal teams on the solution design and spotting training needs.

Requirements

• Hold a bachelor's degree in engineering, computer science or a related technical field, or have equivalent hands-on experience.
• Have 5+ years of technical presales experience with a large storage vendor or a storage-focused channel partner.
• Be skilled at pitching, demonstrating and designing complex storage solutions.
• Understand virtualization well, including VMware or KVM environments, and at least two application stacks such as Microsoft SQL Server, Oracle or SAP.
• Have working hands-on knowledge of at least one major public cloud (AWS, Azure or Google Cloud). Cloud certifications preferred.
• Cover the full data lifecycle, including block, file, backup, ransomware protection and related solutions.
• Know at least one major storage competitor in depth.
• Have expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions. Preferred.
• Know channel partner business models and offerings, and be able to engage, work with and technically enable partners through the whole sales cycle.
• Use consultative selling well, including active listening, framing, whiteboarding and storytelling.
• Communicate clearly in writing and out loud, presenting with ease to both technical staff and senior business leaders.
• Track storage industry trends, competitor products and strategies.
• Show sound business and financial judgment and understand what different customer stakeholders need and prioritize.
• Manage projects well and bring solid analytical and problem-solving skills.
• Be comfortable with CRM systems and sales tools, and with using social media and other channels to share technical content.
• Storage-related industry certifications strongly preferred.

Conditions

You must live in the greater Florida region.

Expect to travel about 50% of the time to partner and customer sites, depending on your assigned partner coverage.

Job level is TCP04 in the Sales job family.

Annual pay in Florida runs from USD 151,500 to 355,000. This is combined base and target sales pay assuming 100% of the sales plan is met, split 80% base and 20% target sales compensation.

Actual offers may differ based on location, experience, education, training and skill level.

The company is an equal opportunity employer and follows all applicable laws, including those on arrest and conviction records.

Benefits

• A comprehensive benefits package covering physical, financial and emotional wellbeing.
• Career development programs for becoming a subject expert in your field or moving into another division.
• Flexibility to balance your work with personal needs.