Senior Presales Architect - Data Solutions

Description

You will mainly work from home, as this is a remote, teleworking role.

The company helps customers connect, protect, analyze and act on their data and applications, from the edge to the cloud, so they can turn insights into results quickly.

As a presales architect for data solutions, you bring deep knowledge of hardware, software and services to build and deliver solutions that fit each customer's business needs.

You keep customer relationships strong, stay aware of the full portfolio of hardware, software, services and everything-as-a-service while pursuing deals, and track adjacent, leading-edge and emerging technologies.

You advise customers on migrating or integrating technologies into new or existing environments.

The role usually covers a specific business segment or group of customers.

The position is based in the San Jose, CA area because you will regularly meet customers in the Bay Area and across the western US. It may also support federal customers, which requires US citizenship.

Responsibilities

• Lead deep-dive discussions to uncover customers' technical needs and review their current IT infrastructure, goals and plans for change and growth.
• Turn technical findings into an implementation view, designing the overall solution and laying out alternatives and their likely weaknesses.
• Work with account teams and other internal groups to shape value messages and negotiation points for a given product set and technology.
• Give clear presentations that connect each requirement to the solution's features and show the business payoff for the customer's challenges.
• Protect and grow the installed base through new technology, upgrades and refreshes, and plan responses to likely competitor moves.
• Keep the sales pipeline accurate so it reflects the technical solution and the status of each technical win, and help deals move toward close.
• Brief the relevant teams on the solution design and identify training needs so implementation starts smoothly after the sale.

Requirements

• You are a presales solution architect or sales engineer.
• You are based locally in the San Jose, CA area.
• You have 5+ years of presales experience.
• You have designed and sold storage for structured and unstructured data, data protection, data availability and cyber resilience.
• You have built strong working relationships with channel partners in the region, such as WWT, CDW, SHI, Insight, IIS, Computacenter and BlueAlly.
• You communicate well through technical and business writing, public speaking, classroom instruction, active listening and information discovery.
• You have worked with large, complex enterprise customers.
• You have run infrastructure and software proofs of concept.
• You show strong technical skill in your specialty, data services.
• You know the company's offerings, strategic initiatives, current trends, competitor products and tactics in your area.
• You write and speak excellent English and any local languages the role needs.
• You sell consultatively, using active listening, outcome-based selling, whiteboarding and storytelling.
• You know the company's business processes, technical tools and standard CRM systems.
• You use social media, blogging and similar information-sharing tools with working competence.
• You understand how partners in the ecosystem and channel offer products and how to engage and collaborate with them.
• You have project management skills, strong analytical and problem-solving ability, and you carry out appropriate due diligence.
• You understand business and finance well enough to grasp the roles of different people in a customer's organization.
• You have architected solutions and built the related hardware and software configurations.
• You have planned and run competitive proofs of concept that show how solutions meet customer requirements.
• Preferred: industry certifications, whether knowledge-based or experience-based.
• Preferred: experience with customers in the public cloud, MSP or telco segments.
• Preferred: experience designing and selling the company's data solutions across its storage, data fabric, file, backup and recovery lines.
• Preferred: experience designing and selling the company's private cloud, cloud management and AI platforms, including its hyperconverged and infrastructure-as-a-service offerings.
• Preferred: experience designing and selling against major competitors such as Dell, NetApp, Pure and Nutanix.
• Preferred: experience architecting virtual or hypervisor environments, such as the company's HVM platform, VMware, Azure Stack, Hyper-V, Acropolis, Red Hat or other KVM-based setups.
• Preferred: experience architecting hybrid cloud environments that use hyperscalers like AWS, Azure and GCP.

Conditions

The role is remote and you will primarily work from home.

The location is the San Jose, CA area, with regular travel to Bay Area and western US customers.

Federal customer support requires US citizenship.

The expected annual salary in California is USD 172,000 to 355,000, covering combined base and target sales pay at 100% of the sales plan, split 80% base and 20% target sales pay.

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

The company is an equal opportunity employer that makes decisions based on qualifications, merit and business need.

Benefits

• Health and wellbeing coverage designed to support physical, financial and emotional wellbeing for employees and their families.
• Personal and professional development programs for career goals, including becoming a subject expert or moving into another division.
• US benefits details are published on the company's new-hire enrollment site.