Presales Solutions Architect (Channel) - NJ

Description

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

The company is a global edge-to-cloud business that helps organizations connect, protect, analyze and act on their data and applications, from edge to cloud.

Its AI-driven CloudOps suite manages, monitors and optimizes hybrid and multi-cloud environments across on-premises, private cloud and public cloud. It combines OpsRamp for monitoring and incident management, Morpheus Enterprise for orchestration and automation, Morpheus VM Essentials for virtualized infrastructure and Zerto for data protection and disaster recovery.

You will be the technical link between the company and its channel partners. You will help partners design and deploy complex solutions across hybrid and multi-cloud environments, supporting joint go-to-market work and good customer results.

Responsibilities

• Write customer proposals that fit the customer's business and technical needs.
• Provide technical expertise in virtualization, including VMware ESXi, Microsoft Hyper-V and KVM, and in infrastructure solutions.
• Help partner sales teams with demos, proof-of-concept setups and technical presentations.
• Find opportunities through partner engagement, upselling and cross-selling.
• Work with internal teams and partners to design cost-effective, scalable solutions.
• Track industry trends, new technology and competitor offers to sharpen the company's value proposition.
• Log partner activity and support forecasting and pipeline management.
• Act as a trusted adviser to partners, resolve their concerns and check that solutions fit their IT environment.

Requirements

• A bachelor's degree in computer science, IT or a related discipline.
• 5-10 years of IT experience, with a strong background in technical selling.
• A track record of configuring solutions and designing architecture, especially on VMware ESXi, Microsoft Hyper-V and KVM.
• Experience designing solutions for Aria Operations, Aria Automation or both.
• Working knowledge 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.
• Hands-on experience with IT operations tools like OpsRamp, Aria Operations or Dynatrace.
• Strong technical selling, consultative engagement and presentation skills.
• Clear communication of complex technical ideas to customers, partners and stakeholders, with active listening and storytelling, in English and local languages where needed, in person and virtually.
• Good command of the company's hardware and software portfolio, including basic hybrid IT, and how it compares to competitors on performance, innovation, market position and value.
• Intermediate skill in persuasion, competitive differentiation against vendors such as VMware, and handling objections.
• Intermediate business and financial understanding: sales cycle, pipeline growth, reporting, influencing and linking to business strategy, with awareness of customer business roles.
• Intermediate consultative and value-selling skills, including presenting, whiteboarding, objection handling and closing.
• Ability to run live demos and walk-throughs of products, solutions and services for customers, partners and other stakeholders.
• Understanding of channel programs and partner collaboration to win deals.
• Ability to prioritize tasks, meet deadlines, perform due diligence and solve problems methodically.
• Industry certifications in virtualization and IT infrastructure are preferred.

Conditions

This is a remote role, mostly working from home.

The annual salary range for New Jersey is USD 146,000 - 343,000. It covers base and target sales pay if you reach 100% of your sales plan, split 80% base and 20% target sales pay. Offers may fall outside this range based on location, experience, education and skill.

The company is an equal opportunity employer that decides on qualifications, merit and business need, and it complies with laws on arrest and conviction records.

Benefits

• Health, financial and emotional wellbeing benefits.
• Career development programs, including paths to become a subject expert or move into another division.
• An inclusive culture with flexibility to manage work and personal needs.