Pre-Sales Solutions Architect

Role Overview

• Collaborate with sales teams to develop tailored solutions aligned with customer requirements.
• Work independently and alongside OEM Storage Specialists to identify, qualify, and advance sales opportunities within the assigned territory.
• Assist in the preparation of technical proposals and responses to RFPs and be skilled in objection handling with detailed technical answers to customer questions.
• Stay current on technology trends through independent research, training, and professional networking.
• Build long-term partnerships with customers, becoming a trusted advisor on technical strategies for unstructured data solutions.
• Contribute to the creation of case studies, white papers, and media articles for customers and partners.
• Design and deliver creative storage solutions aligned with customer business requirements, leveraging your understanding of their technical environment.
• Participate in deep-dive discussions, articulate value propositions, define key differentiators, and draft both high-level and detailed solution designs.
• Use strong communication skills, including active listening and storytelling, to support the development of company perspectives while respectfully challenging customer viewpoints.
• Perform whitespace reviews, business planning, and provide positive challenges to account strategies, deal qualifications, and forecasts.
• Engage hands-on with prospects and customers to demonstrate the value of Qumulo's products and services via detailed proof of concept deployments to validate Qumulo’s solutions and overcome objections.
• Travel within the quarter expected to be 20% time across the SE United States.

Requirements

• Minimum 5+ years of experience in a pre-sales engineering role
• Bachelor’s degree in Computer Science, Engineering, or a related field
• Industry certifications such as AWS, Azure, or storage vendor architect certifications
• Strong technical background in end-user compute, cloud technologies and deployment, operating systems such as Windows, Linux, and Unix (BSD)
• Proven experience managing customer relationships from a technology perspective.
• Broad technical expertise in solving business problems and conducting customer business and technology discovery.
• Demonstrated success in creating compelling customer solutions and identifying growth opportunities in existing accounts across numerous industries.
• Expertise in Edge, Datacenter, and Cloud architectural use cases related to data and hybrid storage.
• Strong client-facing communication, presentation, and interpersonal skills with the ability to convey complex technical concepts to non-technical stakeholders.
• Well-developed consultative and value-selling skills, including whiteboarding, customer demonstrations, and objection handling to support proactive decision-making.

Tech Stack

• AWS
• Azure
• Cloud
• Linux
• Unix

Benefits

• Equal Opportunity Employer
• Comprehensive background checks for final candidates
• Open and collaborative culture