Senior Presales Technical Architect - Compute : Cloud Solution Provider

Description

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

The company works with data and applications across edge and cloud environments, helping customers gather insight and turn it into results.

You will lead solution architecture for large, multi-phase compute deals, including AI factories, GPU clusters and high-density liquid-cooled environments.

You will design and size accelerated-compute systems around NVIDIA GPU generations and interconnect options, and set realistic expectations for performance, power, cooling and cost.

On large deals, a well-built configuration leads to a smooth order, while a weak one can stall the whole deal.

Responsibilities

• Turn designs into validated configurations with accurate bills of materials, power and cooling sizing, and output ready for factory integration.
• Produce customer-facing material: architecture diagrams, validated configurations and bills of materials, capacity and power/cooling models, and TCO comparisons when needed.
• Build proposals that meet the customer's business and technical needs, review them critically, and manage expectations for internal stakeholders and customers.
• Design and right-size the best workload solution by balancing cost, scope, scale, boundaries and benefits, so it delivers more value and improves win rates.
• Turn outcome-based goals into a functional design, then into a scalable technical architecture that fits the customer's business.
• Produce in-depth comparisons of alternative approaches to meet solution requirements.
• Quantify the business problem, explain how the solution's value addresses customer needs, and identify the strengths and weaknesses of the proposed solution against long-term goals.
• Present technical strategy for a customer's transformation in deep-dive discussions, working alongside the account team.
• Build strong relationships with customer executives across the business and industry.
• Use deep knowledge of partner products and services to adjust strategy around the relationship between the partner and the customer, and pass knowledge on to external partners so they can deliver solutions.
• Find pipeline opportunities in accounts, such as enhancements, unmet or unrecognised needs, and up-sell and cross-sell options.
• Monitor the pipeline, move active deals from opportunity to close, and use pipeline insight to decide where time and resources go.
• Take part in sales forecast meetings and give feedback to speed up the sales cycle.
• Drive the account business planning process using industry trends and the customer's technical environment.
• Record activities and tasks throughout the sales cycle in the required tools, and share best practice with peers and partners.
• Track leading-edge and emerging technologies and technology trends in IT and in the customer's industry, and gather competitive intelligence to support accounts.
• Give input to all global business units on IT trends, requirements, gaps and unmet needs.
• Support industry development in your domains through conferences, events, demos and booth work, and follow social media.
• Share knowledge with peers and help develop more junior team members.

Requirements

• Hold a first-level university technical degree or equivalent technical qualifications.
• Have 8+ years of technical IT experience, focused on technical consulting and solution selling.
• An advanced technology degree is preferred.
• Knowledge-based certifications plus at least 1 experience-based relevant industry certification are very strongly preferred.
• Enterprise architecture frameworks, project management methodologies and related certifications are helpful but not required.
• Have advanced experience leading solution configurations and building demos and proofs of concept that meet customer requirements.
• Have an advanced grasp of the company's portfolio, including products, software, services, solution domains and adjacent domains, and how to combine them for customer needs.
• Be able to turn as-a-service offerings, the full ecosystem, differentiated value, solutions and workloads into a plan, and prioritise the as-a-service offers and consumption models that deliver the customer's outcomes and best return.
• Have an advanced understanding of as-a-service business model variations.
• Collaborate cross-functionally at an advanced level to keep output consistent and meet as-a-service strategy goals.
• Communicate at an advanced level in writing and verbally, including active listening and storytelling, in English and any local languages the role requires.
• Use advanced discussion and persuasion skills to support the company's point of view while respectfully questioning and challenging proposed solutions.
• Show advanced business and financial judgement: sales cycle, pipeline growth, reporting, influence and linking to strategy, plus the KPIs that matter to CxOs and line-of-business executives.
• Understand TCO and ROI concepts and calculations, financial models, and how customers generate revenue.
• Apply advanced consultative and value-selling skills, including whiteboarding, handling objections and closing.
• Use advanced knowledge of company business, technical tools and customer relationship management (CRM) systems.
• Manage resources at an advanced level, deciding when and how to engage SMEs and specialists.
• Have hands-on experience with one or more products, solutions, tools or services in your area.
• Design a playbook for demonstrations or walkthroughs, and deliver live demos to customers, partners and other stakeholders.
• Apply advanced project and time management, analytical and problem-solving skills, including appropriate due diligence.
• Have advanced knowledge of partner offerings, when and how to use them for deals in your specialisation, and the company's go-to-market strategy.
• Understand how the company's go-to-market strategy applies by region to partners, with broad knowledge of partner offerings and how to use them in deals.
• Apply advanced strategic and account planning skills, and be expert in business and technical tools and CRM systems.

Conditions

This is a fully remote role based in the United States.

The expected annual salary range for California is USD 172,000 - 355,000.

This range covers combined base and target sales pay if the hire reaches 100% of their sales plan, split 80% base and 20% target.

The actual offer may vary based on location, work experience, education, training and skill level.

The job level is TCP04 in the sales function.

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

Benefits

• Comprehensive health and wellbeing benefits covering physical, financial and emotional wellbeing.
• Personal and professional development programs, including support for becoming a subject expert or moving into another division.
• Flexibility to manage work and personal needs.
• Details of US employee benefits are published on the company's new-hire enrollment site.