Senior Presales Architect - Data Solutions

Description

You will mainly work from home, as this role is designated Remote/Teleworker.

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

The Solution Architect for Data Solutions Presales gives deep technical guidance across hardware, software and services, shaping solutions that fit each customer's business needs.

You build and maintain customer relationships to keep customers satisfied. During deal pursuits you need awareness of the full portfolio, covering hardware, software, services and everything-as-a-service. You keep up with adjacent, leading-edge and emerging technologies and advise customers on moving to or integrating them into new or existing environments.

The role usually focuses on one business segment or a defined group of customers.

Responsibilities

• Lead deep-dive sessions to learn customers' technical needs and review their current IT infrastructure, goals and plans for change and growth.
• Turn the technical picture into an implementation view, setting out the overall architecture, alternative options and possible weak points.
• Work with account teams and other company groups to build and communicate key value points and negotiation positions for a given product set and technology.
• Give clear presentations that tie solution features to tangible business benefits and to each customer's specific requirements and challenges.
• Protect and grow the company's installed base through new technology, upgrades and refreshes, and plan responses to likely competitor threats.
• Keep the sales pipeline current so it reflects the technical solution and the status of each technical win, and support deals as they move toward close.
• Hand off smoothly from sales to implementation by briefing the relevant teams on the solution design and identifying training needs.

Requirements

• Experience as a presales solution architect or sales engineer.
• 5+ years of presales experience.
• Experience designing and selling storage for structured and unstructured data, data protection, data availability and cyber resilience.
• Experience building strong relationships with regional channel partners such as WWT, CDW, SHI, Insight, IIS, Computacenter and BlueAlly.
• Strong communication skills, covering technical and business writing, public speaking, classroom instruction, active listening and information discovery.
• Experience working with large, complex enterprise customers.
• Experience running infrastructure and software proofs of concept.
• Preferred: experience with public cloud, MSP or telco customers.
• Preferred: experience designing and selling data solutions such as Alletra B10000/X10000, Data Fabric, GreenLake for File/VAST, StoreOnce and Zerto.
• Preferred: experience designing and selling private cloud solutions such as Morpheus Software, PC1000/SimpliVity, PC3000/dHCI, PC7000/PCE, HPE IaaS/Flex, PCAI and OpsRamp.
• Preferred: experience designing and selling against, or competing with, major rivals such as Dell, NetApp, Pure and Nutanix.
• Preferred: experience architecting virtual or hypervisor environments, including HPE HVM, VMware, Azure Stack, Hyper-V, Acropolis, Red Hat or other KVM-based platforms.
• Preferred: experience architecting hybrid cloud environments that use hyperscalers such as AWS, Azure and GCP.
• Strong technical skills in your assigned specialty, data services.
• Knowledge of the company's offerings, strategy, current trends, competitor products and approaches in your area.
• Excellent written and verbal communication, with fluency in English and any local languages needed.
• Consultative selling skills, including active listening, outcome-based selling, whiteboarding and storytelling.
• Knowledge of company business, technical tools and standard CRM systems.
• Working knowledge of social media, blogging and similar information-sharing tools.
• Knowledge of ecosystem and channel partner offerings, and how to engage and work with them.
• Preferred: knowledge-based and experience-based industry certifications.
• Project management skills or experience, with strong analytical and problem-solving abilities and sound due diligence.
• Business and financial acumen, including an understanding of the roles within customers' business functions.
• Experience architecting solutions and building related hardware and software configurations.
• Experience planning and running competitive proofs of concept that show how solutions meet customer requirements.

Conditions

This role is designated Remote/Teleworker, so you will mainly work from home.

Candidates should be in the San Jose, CA area, since you will meet Bay Area customers regularly.

The role may also support Federal customers, which requires U.S. citizenship.

Job level TCP04 within sales.

The US annual base and target sales pay range is $166,000 to $343,000 in California. The actual offer may vary by location, experience, education, training and skill level.

The range is the combined base and target sales compensation paid at 100% of the sales plan, split 80% base salary and 20% target sales compensation.

The company is an equal opportunity employer that decides on qualifications, merit and business need, and it follows laws on criminal records.

Benefits

• Health and wellbeing benefits that support physical, financial and emotional needs.
• Development programs for career goals, from becoming a subject expert to moving into another division.
• A culture that values varied backgrounds and offers flexibility to manage work and personal needs.