Channel Presales Technical Architect - Massachusetts

Description

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

The team is hiring a channel presales technical architect to build technical advocacy for the company's storage products across its partner network.

You will be the technical adviser that the largest channel partners turn to. You will help their teams position, design and deliver storage and data protection solutions for their own customers, and turn that capability into pipeline and revenue.

The role blends hands-on storage architecture with partner enablement. You will work alongside partner sellers and engineers on live deals, while also building their ability to lead with the company without you.

Responsibilities

• Build lasting relationships with partner technical and sales staff, becoming their first call for storage questions.
• Train more partner engineers to position, demo and design storage solutions through enablement sessions, workshops, whiteboarding and hands-on labs.
• Find and develop technical champions inside partner organizations, and help them meet the company's 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 learn their technical needs and review their current IT infrastructure, then design a solution that covers alternatives and possible gaps.
• Give presentations and demos that connect the company's technical capabilities to business results for partners and their customers.
• Support solution configurations and proofs of concept (PoCs) that meet partner and end-customer requirements.
• Build competitive plans with partners to beat rival vendors.
• Work with company account teams, channel managers and partners to find, qualify and advance storage opportunities.
• Drive adoption of new technology, upgrades and refreshes across partners' installed base, growing the company's footprint through the partner community.
• Keep partners' pipeline records accurate and current so each deal is worked and moves toward close.
• Hand each sale to implementation smoothly by orienting partner and internal teams on the design and flagging training needs.

Requirements

• A bachelor's degree in engineering, computer science or a related technical field, or equivalent hands-on experience.
• At least 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 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 preferred.
• Expertise across the full data lifecycle: 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 is preferred.
• Strong understanding of channel partner business models and offerings, with a proven record of engaging, working with and technically enabling partners through the sales cycle.
• Consultative selling skills, including active listening, framing, whiteboarding and storytelling.
• Clear written and verbal communication, comfortable presenting to technical teams and business executives alike.
• Solid knowledge of storage industry trends, competitor products and strategies.
• Strong business and financial acumen, with an understanding of what different customer stakeholders need and prioritize.
• 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 strongly preferred.

Conditions

Primarily a remote, work-from-home role, designated Remote/Teleworker.

You must reside in the greater Massachusetts region.

Travel to partner and customer locations approximately 50% of the time, based on assigned partner coverage.

Salary range for Massachusetts in the United States: USD 142,500 to 275,500 annually. This is the combined base and target-level sales pay at 100% of plan, with a mix of 80% base salary and 20% target-level sales compensation.

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

Job level TCP03 in Sales.

The company is an equal opportunity employer and will consider qualified applicants with criminal histories as required by law.

Benefits

• Comprehensive health and wellbeing benefits covering physical, financial and emotional wellbeing.
• Career development programs, including paths to become a subject expert in your field or move into another division.
• Details of US employee benefits are available from the company's new hire enrollment information.