Presales Manager - Northeast

Description

This is a remote role, so you will mainly work from home.

The company is a global firm that helps organisations link, secure, analyse and act on their data and applications across edge and cloud environments.

You will lead a storage presales team that serves commercial, public sector and channel customers, building a team that drives storage pipeline, wins and customer success through direct work and partners.

The role mixes people management with hands-on technical work: you set direction, coach engineers on complex deals, and work with sales, channel and segment leaders to make the company's storage platform the first choice.

This is a Sales job at manager level.

Responsibilities

• Lead, coach and develop presales engineers and technical architects across segments, building a culture of technical excellence, accountability and teamwork.
• Hire, onboard and keep strong technical talent, and set development plans, certification paths and career growth for each person.
• Set team goals that align with storage and segment business objectives, and measure results against them.
• Assign engineer coverage to accounts, partners and territories for the greatest impact and pipeline growth.
• Work with segment sales leaders and account teams to generate, qualify and advance storage deals, both direct and partner-led.
• Guide solution design, proofs of concept and competitive strategy on strategic and complex deals, and engage directly on key opportunities.
• Build executive and technical relationships with key customers, and act as the escalation point for technical needs.
• Drive growth in the installed base through new technology adoption, upgrades and refreshes, and build plans to counter competitive threats.
• Keep pipeline data accurate and current, and move opportunities toward close.
• Build technical engagement with channel partners so they can position, demo and design storage solutions with confidence.
• Build relationships with partner technical leaders, and support partner technical champions and certifications.
• Represent the company at customer, partner and industry events and executive briefings.
• Report to senior leadership on team activity, pipeline influence, win rates and enablement results.
• Pass customer and partner feedback to product management, marketing, solution specialists and services teams to shape storage strategy.
• Coordinate customers, partners, delivery and support teams so deals move smoothly from sale to implementation.

Requirements

• Bachelor's degree in engineering, computer science or a related technical field, or equivalent practical experience.
• 8+ years of technical presales experience in storage, including 3+ years leading or managing presales or technical teams.
• A track record of building high-performing teams and growing pipeline and revenue in both direct and partner sales models.
• Experience serving multiple customer segments, such as commercial, public sector or channel.
• Strong technical grounding in enterprise storage and data management, including block, file, backup, ransomware protection and hybrid cloud.
• Working knowledge of virtualization (VMware or KVM-based environments), major application stacks, and at least one major public cloud (AWS, Azure or Google Cloud).
• Deep knowledge of the storage market and the positions of major vendors.
• Strong skills in leadership, coaching, talent development, performance management and hiring.
• An understanding of how go-to-market approaches differ across segments, including channel partner business models and programs.
• Clear communication and executive presence, comfortable presenting to technical teams and C-level stakeholders.
• Solid business and financial judgement, with experience using data and metrics to manage performance and forecast pipeline.
• Proficiency with CRM systems and sales operations tools.
• Ability to juggle multiple priorities and make sound decisions in a fast-moving environment.
• Preferred: storage-related industry certifications.

Conditions

You must live in the Northeastern region.

You will travel about 40 to 50% of the time to customer, partner and team locations.

Pay ranges in USD: $189,000 to $367,000 in Massachusetts, $189,000 to $390,500 in New York, and $166,500 to $390,500 in Connecticut and New Jersey.

These ranges cover combined base and target sales pay at 100% of plan, split 80% base salary and 20% target-level sales compensation. Actual offers may vary by location, experience, education, and skill level.

The company is an equal opportunity employer and complies with laws on the use of arrest and conviction records in hiring.

Benefits

• A comprehensive benefits package covering physical, financial and emotional wellbeing for team members and their families.
• Career development programs to help you reach your goals, whether that means becoming a subject expert or moving into another division.