Solution Architect - HPC/AI (Federal)

Description

Remote role: you will mainly work from home.

You will join the federal high performance computing and AI sales team as a solution architect.

As a solution architect you design end-to-end solutions that solve a customer's business problems and opportunities, in line with the company's strategy and goals.

You are the main technical contact for the customer, so you must understand their needs and turn them into complete solutions.

Territory: US East.

Responsibilities

• Give product presentations and design system architectures.
• Write technical responses to RFIs and RFPs and support customer expectations and escalations.
• Work with the account team to build relationships at every level of the customer, presenting technical strategies for their transformation.
• Review the account pipeline, set priorities for pursuit work, and move deals to close while using time and resources well.
• Be the go-to expert for one technology or domain, joining deep-dive discussions and using market insight and thought leadership to strengthen proposals and create demand.
• Match the right partner to each opportunity based on their competencies and go-to-market strengths.
• Set up collaboration networks and share best practice. Coach newer solution architects on conceptual designs, technical diagrams and custom solution work.
• Apply deep knowledge of high performance computing, the company's products, and the customer's technical and business environment to turn functional needs into technical designs and joint wins.

Requirements

• Hold a university technical degree or equivalent technical qualifications.
• An advanced degree in technology is preferred.
• Have 8+ years of IT experience focused on technical consulting and solution selling.
• Have designed large-scale solutions across various network topologies.
• Hold knowledge-based and at least 1 experience-based relevant industry certification, which is very strongly preferred.
• Enterprise architecture frameworks, project management methodologies and their certifications are helpful but not required.
• Have advanced experience leading solution configurations and building demos and proofs of concept to meet customer requirements.
• Have a strong grasp of the company's portfolio, including products, software, services, specialist domains and adjacent domains, and how they combine.
• Have advanced ability to turn as-a-service offerings, full ecosystems, differentiated value and workloads into the consumption models that deliver the customer's outcome and best return, and to prioritize them.
• Have advanced understanding of as-a-service business model variations.
• Collaborate across functions at an advanced level to keep output consistent and meet as-a-service goals.
• Have advanced written and verbal communication, including active listening and storytelling, and communicate 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 proposals.
• Have advanced business and financial acumen: sales cycle, pipeline growth, reporting, influence, and links to strategy. Understand the roles and KPIs of CxOs and line-of-business executives, TCO and ROI concepts, financial models, and how customers earn revenue.
• Have advanced consultative and value-selling skills, including whiteboarding, handling objections and closing.
• Have advanced knowledge of company business, technical tools, and standard CRM systems.
• Have advanced resource management, knowing how and when to bring in SMEs and specialists.
• Have hands-on experience with one or more products, solutions, tools or services relevant to the role.
• Design and build a playbook for demos and walkthroughs, and deliver live ones to customers, partners and other stakeholders.
• Have advanced project and time management skills, strong analysis and problem solving, and carry out appropriate due diligence.
• Have advanced knowledge of partner offerings in your specialty area and of the company's go-to-market strategy.
• Understand how the go-to-market strategy applies by geography to partners, and know broadly which partner offerings to use on deals and when.
• Have advanced strategic and account planning skills and be expert at using business and technical tools and CRM systems.
• Have knowledge of various GPUs.
• Knowledge of AI factory design is a plus.
• Knowledge of HPC, InfiniBand and Spectrum-X is preferred.

Conditions

Remote position, with work mainly from home.

Travel up to 25%, based on customer and business needs.

Annual salary range: USD 146,000 to 343,000 in Idaho, Maryland, New Mexico, Tennessee and Virginia.

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

The actual offer may vary by location, experience, education or skill level.

The company is an equal opportunity and veterans and disabilities employer that decides on qualifications, merit and business need, and accommodation is available during the application and interview process.

Benefits

• A broad benefits package supporting physical, financial and emotional wellbeing.
• Benefit details are published on the company's US new hire enrollment page.
• Career development programs, including becoming a recognized expert in your field or moving into another division.