Channel Presales Technical Architect (Kansas)

Description

The company builds edge-to-cloud technology that helps customers link, safeguard and examine their data and applications wherever they run.

The company is hiring a channel presales technical architect to build technical advocacy for its storage solutions across its partner network.

You will be the trusted technical adviser to its top channel partners, helping their teams position, design and deliver storage and data protection solutions for their end 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 also building their ability to lead with the company's products on their own.

Responsibilities

• Partner advocacy and enablement
• Become the go-to storage resource for partner technical and sales staff by building lasting working relationships.
• Run enablement sessions, workshops, whiteboarding and hands-on labs so more partner engineers can position, demo and design storage solutions with confidence.
• Find and develop technical champions within partner firms, and help them progress through certifications and partner program requirements.
• Speak for the company at partner events, tech days and customer briefings.
• Solution architecture and opportunity support
• Take part in deep-dive sessions with partners and end customers, uncover technical needs, review current IT infrastructure, then shape a solution that covers alternatives and gaps.
• Give presentations and demos that connect the company's technical capabilities to business outcomes for partners and their customers.
• Help configure solutions and run proofs of concept that meet partner and end-customer requirements.
• Build competitive plans with partners to win against rival vendors.
• Pipeline and growth
• 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 to grow the company's footprint through the channel.
• Keep partners' pipeline data accurate and current so each deal is worked and moves toward close.
• Make the handoff from sale to implementation smooth by briefing partners and internal teams on the design and flagging training needs.

Requirements

• A degree in engineering, computer science or a closely related technical field, or equivalent practical experience.
• 5+ years of technical presales experience with a major storage vendor or a storage-focused channel partner.
• Strong hands-on skill in pitching, demoing and architecting complex storage solutions.
• Solid knowledge of virtualization, including VMware or KVM environments, and at least two application stacks such as Microsoft SQL Server, Oracle or SAP.
• Working knowledge of at least one major public cloud (AWS, Azure or Google Cloud). Cloud certifications preferred.
• Broad expertise across the full data lifecycle, including block, file, backup, ransomware protection and related solutions.
• Deep knowledge of competitors' offerings from at least one major storage vendor.
• Expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions. Preferred.
• Good understanding of channel partner business models and offerings, with a proven record of engaging and technically enabling partners through the sales cycle.
• Strong consultative selling: active listening, framing, whiteboarding and storytelling.
• Excellent written and verbal communication, able to present to technical teams and business executives.
• Current grasp of storage industry trends, competitor products and strategies.
• Sound business and financial judgment, 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 sharing technical content through social media and other channels.
• Storage-related industry certifications strongly preferred.

Conditions

Live within the greater Kansas region.

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

Work primarily from home, as this is a remote/teleworker role.

Salary is $120,500 to $284,000 per year in USD for Kansas. Actual offers may vary by location, experience, education, training and skill level.

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

The company is an equal opportunity employer that welcomes applicants with disabilities and considers qualified applicants with criminal histories as the law requires.

Benefits

• Comprehensive health, financial and emotional wellbeing benefits, with details on the company's US benefits enrollment site.
• Career development programs, whether you want to become a recognized expert in your field or move into another division.
• Flexibility to manage work and personal needs.