Presales Solutions Architect (Channel) - CA

Description

This role is remote. You will work from home for most of your time.

The company offers edge-to-cloud technology that helps organizations connect, protect, analyze and act on their data and applications, from edge to cloud.

The team's HPE CloudOps Suite is an AI-driven platform for managing, monitoring and optimizing hybrid and multi-cloud environments. It combines OpsRamp for monitoring and incident management, Morpheus Enterprise for hybrid cloud orchestration and automation, Morpheus VM Essentials for virtualized infrastructure, and Zerto for data protection and disaster recovery, giving IT teams unified operations across on-premises, private cloud and public cloud.

This is a channel presales role focused on technical enablement and solution design with strategic partners. You will work directly with partners to design and implement complex solutions, guide deployments and help customers succeed across hybrid and multi-cloud environments. You will act as the technical link between the company and its partners, and you will help build joint go-to-market activity.

Responsibilities

• Write customer proposals that fit both business needs and technical needs.
• Apply expertise in virtualization (VMware ESXi, Microsoft Hyper-V, KVM) and infrastructure solutions.
• Help partner sales teams with demonstrations, proof-of-concept setups and technical presentations.
• Find business opportunities through partner work, upselling and cross-selling.
• Work with internal teams and partners to design scalable solutions that cost little to run.
• Track industry trends, new technologies and competitor offers, and use them to sharpen the company's value proposition.
• Record and track partner activity, supporting forecasting and pipeline management.
• Be a trusted advisor who resolves partner concerns and keeps solutions aligned with their IT environment.

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.
• A proven record in solution configuration and architecture design, especially for virtualization (VMware ESXi, Microsoft Hyper-V, KVM).
• Experience designing solutions with Aria Operations and/or Aria Automation.
• Basic knowledge of Linux and Windows OS deployment, networking (VLANs, routing, virtual switching) and storage (SAN/NAS, iSCSI, software-defined storage).
• Hands-on experience with hypervisors and automation tools such as PowerShell and Bash.
• Industry certifications in virtualization and IT infrastructure are preferred.
• Strong skills in technical selling, consultative engagement and presenting.
• Ability to explain complex technical concepts clearly to customers, partners and stakeholders.
• Knowledge of the company's hardware and software portfolio, including basic hybrid IT solutions, and how it compares with competitors on performance, innovation, market position and value.
• Ability to prioritize and manage several projects with a practical, problem-solving approach.
• Understanding of channel programs and partner collaboration that move deals forward.
• Intermediate written and verbal communication skills, including active listening and storytelling. You must communicate in English and any local languages the job requires, in person and virtually.
• Intermediate discussion, persuasion and objection-handling skills. You can position the company against VMware and others and apply consultative selling to tie solutions to customer business outcomes.
• Intermediate business and financial acumen, covering the sales cycle, pipeline growth, reporting, influence and business strategy, plus awareness of the roles customers' business leaders hold.
• Intermediate consultative and value selling skills, including presenting, whiteboarding, objection handling and closing, to help customers make business decisions.
• Hands-on experience with relevant hypervisors, OS platforms and basic scripting such as PowerShell and Bash, to support demos and solutions.
• Hands-on experience with IT operations frameworks such as OpsRamp, Aria Operations or Dynatrace.
• Able to prioritize, meet deadlines and carry out due diligence on customer solutions, with a methodical and analytical approach.
• Able to run live demonstrations and walk-throughs of products, solutions, tools and services for customers, partners and other stakeholders.
• Intermediate knowledge of partner offerings, channel programs and the company's go-to-market approach. You can work with resellers to close deals and make the most of their capabilities.
• Familiarity with SAN/NAS, iSCSI or software-defined storage and how they relate to virtualization.
• Understanding of VLANs, basic routing and virtual switching concepts.

Conditions

Remote role, based in the United States. The posted pay range applies in California: USD 166,000 to 343,000 annually, depending on location, experience, education and skill level.

Total on-target pay is the combined base and target sales compensation for 100% of the sales plan, split 80% base and 20% target sales pay.

The company is an equal opportunity employer and makes hiring decisions on qualifications, merit and business need. It will comply with laws on arrest and conviction records.

Applicants who need accommodation can request it through the company's form.

Benefits

• Health and wellbeing benefits covering physical, financial and emotional needs, for the employee and their family.
• Career development programs, including paths to become a subject expert or move into another division.
• Flexibility to manage work and personal needs.