Presales Solutions Architect (Channel) - IL

Description

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

The company is an edge-to-cloud technology business that helps organizations connect, protect, analyze and act on their data and applications wherever they run, from edge to cloud.

Its CloudOps platform is an AI-driven product for managing, monitoring and optimizing hybrid and multi-cloud environments. It combines intelligent monitoring and incident management, hybrid cloud orchestration and automation, virtualized infrastructure management, and data protection with disaster recovery, giving IT teams one view across on-premises, private cloud and public cloud.

This is a sales role at job level TCP04, focused on Channel Presales Solutions Architecture. You will help partners design, build and roll out complex hybrid and multi-cloud solutions, support joint go-to-market work, and act as the technical link between the company and its partners.

Responsibilities

• Act as a trusted advisor to partners, resolving their concerns and checking that solutions fit their IT environment.
• Design cost-effective, scalable solutions together with internal teams and partners.
• Build convincing customer proposals that match business and technical needs.
• Help partner sales teams with demos, proof-of-concept setups and technical presentations.
• Spot business opportunities in partner engagements, including upselling and cross-selling.
• Give technical guidance on virtualization platforms (VMware ESXi, Microsoft Hyper-V, KVM) and infrastructure.
• Track industry trends, new technologies and competitor offers to sharpen the company's value proposition.
• Log partner activity and support forecasting and pipeline management.

Requirements

• Bachelor's degree in computer science, IT or a related field.
• 5-10 years of technical IT experience, with a focus on technical selling.
• Proven record designing and configuring solutions, especially on VMware ESXi, Microsoft Hyper-V and KVM virtualization.
• Experience designing solutions for Aria Operations, Aria Automation, or both.
• Basic understanding of Linux and Windows deployments, networking (VLANs, routing, virtual switching) and storage (SAN/NAS, iSCSI, software-defined storage).
• Hands-on work with hypervisors and automation tools such as PowerShell and Bash.
• Strong technical selling, consultative and presentation skills.
• Able to explain complex technical ideas clearly to customers, partners and stakeholders.
• Knowledge of the company's hardware and software range, including basic hybrid IT, and how it compares with competitors on performance, innovation, market position and value.
• Methodical problem-solver who can set priorities and run several projects at once.
• Understanding of channel programs and partner collaboration for closing deals.
• Intermediate written and verbal English, plus any local languages the role needs, in person and virtually.
• Intermediate skill in persuasion, competitive positioning against VMware and others, and handling objections, using consultative selling tied to customer business outcomes.
• Intermediate business and financial understanding, including the sales cycle, pipeline growth, reporting, influencing, and linking strategy to customer roles and goals.
• Intermediate consultative and value selling skills: presenting, whiteboarding, objection handling and closing.
• Hands-on work with relevant hypervisors, OS platforms and basic scripting to support demos and solutions.
• Hands-on experience with IT operations tools such as the company's monitoring platform, Aria Operations or Dynatrace.
• Strong at meeting deadlines, doing due diligence on customer solutions and analytical problem-solving.
• Able to run live demos and walk-throughs of products, solutions, tools and services for customers, partners and other stakeholders.
• Intermediate knowledge of partner offerings, channel programs and the go-to-market approach, and able to work with resellers to win deals.
• Familiar with SAN/NAS, iSCSI or software-defined storage and how they relate to virtualization.
• Understand VLANs, basic routing and virtual switching concepts.
• Industry certifications in virtualization and IT infrastructure (preferred).

Conditions

Remote, working mainly from home.

US salary range for Illinois, Indiana and Wisconsin: $151,500 to $355,000 per year.

That range covers combined base and target sales pay if you reach 100% of your sales plan, split 80% base and 20% target sales pay.

The actual offer may differ based on location, experience, education or training, and skill level.

The company is an equal opportunity employer, welcomes applicants with disabilities, and makes decisions on merit and business need.

Benefits

• Health and wellbeing coverage that supports your physical, financial and emotional wellbeing, plus that of your loved ones.
• Career development programs, including support for becoming a subject expert or moving into another division.
• Flexibility to manage your work and personal needs.