Channel Presales Technical Architect (Alpharetta, GA)

Description

This presales role focuses on growing partners' technical skills in the company's storage solutions. You will advise the company's top channel partners and help their teams position, design and deliver storage and data protection solutions to their customers, turning that capability into more pipeline and revenue.

The company helps customers connect, protect, analyze and act on their data and applications, from edge to cloud. The work mixes storage architecture with partner enablement: you will support partner sellers and engineers on live deals while building their ability to lead with the company's storage on their own.

Responsibilities

• Build trust with partner technical and sales staff until you are their first call for storage questions.
• Help more partner engineers position, demo and design storage solutions with confidence through enablement sessions, workshops, whiteboarding and hands-on labs.
• Find and grow technical champions inside partner firms, and help them meet certification and partner program requirements.
• Speak for 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 setup, then shape an architecture that shows alternatives and gaps.
• Give presentations and demos that link the company's technical features to business results for partners and their customers.
• Help build configurations and proofs of concept that meet partner and end-customer requirements.
• Work with partners on competitive plans to beat rival vendors.
• Work with company account teams, channel managers and partners to find, qualify and move storage deals forward.
• Drive adoption of new technology, upgrades and refreshes across the installed base to grow the company's footprint in the partner community.
• Keep pipeline records accurate and current so each partner deal is nurtured toward close.
• Brief partners and internal teams on the solution design during handoff to implementation, and spot training needs.

Requirements

• A bachelor's degree in engineering, computer science or a related technical field, or equivalent practical experience.
• At least 5 years of technical presales work with a major storage vendor or a storage-focused channel partner.
• Strong hands-on skill in pitching, demoing and architecting complex storage solutions.
• Proven knowledge of virtualization such as VMware or KVM, plus at least two application stacks (for example Microsoft SQL Server, Oracle or SAP).
• Working knowledge of at least one major public cloud (AWS, Azure or Google Cloud). Cloud certifications are 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 is preferred.
• Solid grasp of channel partner business models and offerings, and a record of engaging and technically enabling partners through the sales cycle.
• Consultative selling skills, including active listening, framing, whiteboarding and storytelling.
• Clear written and spoken communication, able to present to technical teams and executives alike.
• Good understanding of storage industry trends, competitor products and strategies.
• Sound business and financial judgment, including how different customer stakeholders see their roles and priorities.
• Solid project management, analytical and problem-solving skills.
• Comfort with CRM systems and sales tools, and with social media and other channels for sharing technical content.
• Storage industry certifications are strongly preferred.

Conditions

The role is hybrid, with about 2 days per week in a company office.

You must live in the greater Alpharetta, GA area.

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

Job level TCP03 in the Sales function.

Pay in Georgia runs from USD 120,500 to 284,000 a year, covering base salary and target sales pay if the hire reaches 100% of their sales plan, split 80% base and 20% target. The actual offer may fall outside this range based on location, experience, education or skill level.

The company is an equal opportunity employer that welcomes applicants with disabilities and veterans, and it complies with laws on the use of arrest and conviction records.

Benefits

• Health and wellbeing benefits covering physical, financial and emotional health for team members and their families.
• Career development programs, from becoming a recognised expert in your field to moving into another division.
• Room to balance job duties with life outside work.