Channel Presales Technical Architect (Central Florida)

Description

Remote role. You will work mainly from home.

The company helps businesses connect, protect, analyze and act on their data and applications, from the edge to the cloud. This is a channel sales role supporting its partner network with storage.

The job is to build technical advocacy for the company's storage and data protection products across partner organizations. You will act as a trusted technical adviser to the company's largest channel partners, helping their teams position, design and deliver storage solutions for their customers and turn that skill into pipeline and revenue.

The role blends hands-on storage architecture with partner enablement. You will work with partner sellers and engineers on live deals while building their ability to lead with the company's solutions on their own.

Responsibilities

• Build lasting relationships with partner technical and sales staff, becoming their main source for storage guidance.
• Enable partner engineers to position, demo and design storage solutions through sessions, workshops, whiteboarding 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, tech days and customer briefings.
• Join deep-dive sessions with partners and end customers to understand technical needs and review their current infrastructure. Turn those needs into an architecture, noting alternatives and gaps.
• Give presentations and demos that link the company's technical capabilities to business results for partners and their customers.
• Support solution configurations and proofs of concept that meet partner and end-customer requirements.
• Build competitive plans with partners to win against rival vendors.
• Work with company account teams, channel managers and partners to create, qualify and move storage opportunities forward.
• Grow the company's share in the partner community by driving adoption of new technology, upgrades and refreshes across the installed base.
• Keep partners' pipeline records accurate and current so each deal is followed through to close.
• Make the handover from sale to implementation smooth by briefing partners and internal teams on the design and identifying training needs.

Requirements

• Bachelor's degree in engineering, computer science or a related technical field, or equivalent practical experience.
• 5+ years of technical presales experience at a major storage vendor or a storage-focused channel partner.
• Strong hands-on ability to pitch, demo and architect complex storage solutions.
• Knowledge of virtualization, including VMware or KVM environments, and at least two application stacks such as Microsoft SQL Server, Oracle or SAP.
• Practical 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 and ransomware protection.
• Deep knowledge of the competition from at least one major storage vendor.
• Expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions. Preferred.
• Understanding of channel partner business models and offerings, and a proven record of engaging, working with and technically enabling partners through the sales cycle.
• Strong consultative selling skills, including active listening, framing, whiteboarding and storytelling.
• Clear written and verbal communication, with comfort presenting to both technical teams and executives.
• Good knowledge of storage industry trends, competitor products and strategies.
• Solid business and financial judgment, with an understanding of what different customer stakeholders need and prioritize.
• Project management, analytical and problem-solving skills.
• Familiarity with CRM systems and sales tools, and comfort sharing technical content through social media and other channels.
• Storage industry certifications strongly preferred.

Conditions

Sales role at job level TCP04, in the storage category, based in the United States.

You must live in the greater Central Florida region.

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

The expected base and target sales pay range is USD 151,500 to 355,000 in Florida, based on location, experience, education, training and skill level. This range is the combined base and target sales pay at 100% of plan, split 80% base and 20% target sales compensation.

The company is an equal opportunity employer that welcomes applicants with disabilities and veterans, makes decisions on qualifications, merit and business need, and complies with laws on arrest and conviction records.

Benefits

• Health and wellbeing benefits covering physical, financial and emotional health for employees and their families.
• Career development programs, whether you want to become a subject expert or move into another division.
• Flexibility to manage your work and personal needs.