Storage Senior Presales Architect

Description

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

The company helps customers connect, protect, analyze and act on their data and applications across edge and cloud environments.

As a solution architect, you bring deep technical knowledge of hardware, software and services into proposals that fit each customer's business goals. You build lasting customer relationships, work across the full portfolio including as-a-service offerings, and track adjacent and emerging technologies so you can advise on migrating or integrating them into new or existing environments.

The role is usually tied to one business unit. In smaller markets it may cover several product or service areas as a multi-product Technology Architect.

Job family: Sales. Job level: TCP04.

Responsibilities

• Lead deep-dive discussions to learn what the customer needs, review their current IT infrastructure, and turn that picture into an implementation design.
• Set out technical alternatives for the proposed solution, including its likely weak points.
• Work with account teams and other company groups to build key value propositions and negotiation points for a given product set and technology.
• Give clear, persuasive presentations that tie technical features to business benefits and the customer's challenges.
• Grow the company's footprint in the installed base through new technology, upgrades and refreshes, and plan responses to likely competitor threats.
• Keep pipeline records accurate so every deal keeps moving toward close.
• Hand the technical design to implementation teams and identify related training needs.

Requirements

• At least 4 years of selling experience at a major storage vendor such as Dell/EMC, Pure or NetApp.
• At least 4 years in data and cyber resiliency: protecting data, guarding against ransomware, and building disaster recovery, backup and recovery plans. Knowledge of Zerto, Cohesity and Veeam is required.
• At least 4 years with data fabric and enterprise storage technology.
• At least 4 years managing data across its full lifecycle on a single plane, from creation through storage, security, protection, replication, archiving and recovery.
• Experience solving problems and driving positive business outcomes for customers.
• Ability to clearly describe your work as a solution architect, showing how you have retained and grown accounts and won new ones through critical thinking, design and architecture.
• Experience with HPE products is preferred.
• Experience with data for AI is a plus, including how data services and storage support AI, where they fit, and how to design and sell them. Experience with HPE AI is preferred.
• Deep hands-on skill in pitching, demonstrating and architecting complex solutions.
• Demonstrable knowledge of virtualization and at least 2 application stacks, such as MSSQL, Oracle or SAP.
• Hands-on working knowledge of one major public cloud (Amazon, Azure or Google). Certifications preferred.
• Expert at selling the full data lifecycle portfolio, including block, file, backup and ransomware protection.
• Deep competitive knowledge of at least one major storage vendor.
• Demonstrable knowledge of the storage industry and its major trends.
• Deep expertise in at least one major vertical (FSI, manufacturing or healthcare) is preferred.
• Self-starter who can ramp up quickly.
• Bachelor's degree in engineering or from a technical university.
• Deep technical skills in your area of specialization.
• Good knowledge of company offerings, strategy, current trends, and competitor products and strategies in your area.
• Excellent written and verbal communication in English and local languages.
• Consultative selling skills, including active listening, framing, whiteboarding and storytelling.
• Knowledge of company business, technical tools, and standard CRM systems.
• Working knowledge of social media, blogging and other information-sharing tools.
• Solid knowledge of partner offerings and how to access, engage and work with partners.
• Knowledge-based and experience-based industry certifications are strongly preferred.
• Solid project management skills or experience, with strong analytical and problem-solving skills and appropriate due diligence.
• Strong business and financial acumen, with an understanding of the functional responsibilities of customer business roles.
• Experience in solution configuration and creating PoCs to meet customer requirements.

Conditions

Remote role, mainly from home.

US salary: USD 172,000 to 355,000 per year in New York; USD 151,500 to 355,000 per year in Delaware, New Jersey and Pennsylvania.

The range covers 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 training, and skill level.

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

Benefits

• Health and wellbeing coverage supporting physical, financial and emotional health.
• Development programs for career goals, whether that means becoming a deep expert in your field or moving into another division.
• Flexibility to balance work and personal needs.
• US benefit details are published on the company's new-hire enrollment page.