Channel Presales Technical Architect - Virginia

Description

The role is fully remote, so you will mainly work from home.

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

You will support the partner community as a technical adviser on the company's storage and data protection products, helping partner teams design, position and deliver these solutions to their customers and grow partner revenue.

The work mixes hands-on architecture on live deals with building partners' own ability to lead with the company's storage products.

Responsibilities

• Become the trusted technical resource for partner sales and engineering teams on storage.
• Run enablement sessions, workshops, whiteboarding and hands-on labs so more partner engineers can position, demo and design storage solutions.
• Find technical champions inside partner organizations and help them complete certifications and partner program requirements.
• Speak at partner events, tech days and customer briefings on behalf of the company.
• Join deep-dive sessions with partners and end customers to uncover technical needs and review their current infrastructure, then turn those needs into an architecture that covers alternatives and gaps.
• Give presentations and demos that link the company's technical capabilities to business results.
• Help configure solutions and run proofs of concept that meet partner and customer requirements.
• Build competitive plans with partners to beat rival vendors.
• Work with company account teams, channel managers and partners to find, qualify and move storage opportunities forward.
• Drive adoption of newer technology, upgrades and refreshes across partners' installed base.
• Keep partners' pipeline records accurate and current so each deal keeps moving toward close.
• Prepare partners and internal teams for implementation by walking them 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 skill in pitching, demonstrating and architecting complex storage solutions.
• Proven knowledge of virtualization, including VMware or KVM environments, and 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 preferred.
• Broad expertise across the data lifecycle, including block, file, backup, ransomware protection and related solutions.
• Deep knowledge of at least one major storage competitor.
• Expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions. Preferred.
• Solid understanding of channel partner business models and offerings, and a record of engaging and technically enabling partners through the sales cycle.
• Strong consultative selling skills, including active listening, framing, whiteboarding and storytelling.
• Clear written and verbal communication, comfortable presenting to both technical teams and business executives.
• Current knowledge of storage industry trends, competitor products and strategies.
• Strong business and financial judgment, including an understanding of what different customer stakeholders care about.
• Solid project management, analytical and problem-solving skills.
• Working familiarity with CRM systems and sales tools, and comfort sharing technical content through social media and other channels.
• Storage-related industry certifications strongly preferred.

Conditions

This is a remote, teleworker role based in the greater Virginia area, so you must live in that region.

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

Job level: TCP04. Sales role.

Base salary and target sales pay range in the United States: USD 151,500 to 355,000 per year in Virginia, reflecting pay at 100% of the sales plan. The split between base salary and target sales pay is 80% base and 20% target.

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

The company is an equal opportunity employer and considers applicants with criminal records in line with applicable law.

Benefits

• Health, wellbeing, and financial and emotional support benefits.
• Career development programs, including routes to become a subject expert or to move into another division.
• Flexibility to balance work with personal needs.
• Inclusive workplace culture that values varied backgrounds.