Pre-Sales Solutions Architect - Atlanta - Qumulo

    Qumulo
    Qumulo Atlanta

    1 week ago

    Description
    About the Company
    Qumulo is the unstructured data platform to store and manage exabyte-scale data anywhere - at the edge, in the core data center and in the cloud. With unstructured data growing in more locations faster than ever before, enterprises today need a way to store, manage, and curate data simply and efficiently in any location, on any platform. This is precisely what Qumulo was founded to accomplish.
    At Qumulo, we are building an open and collaborative culture where people can do their best work with customers as our magnetic field. We act as owners, we share by default, we are data driven and experimental and as an inclusive workplace, we encourage and celebrate multiple points of view. As part of our culture we believe diversity drives innovation.
    About the Team:
    Qumulo's Sales team is made up of pioneers, technology evangelists and problem solvers. Bolstered by robust experience in the Data Storage industry, our team of Sales Professionals and Pre-Sales Solutions Architects lead our product into new markets and enable us to delight a growing customer base with our innovative data platform solutions.
    About the Position:
    Qumulo's Pre-Sales Solutions Architect will be a key addition to our field sales organization. This person will utilize their understanding of cloud data platforms to assess customer needs and build strong business cases for our solutions. They will not only become a trusted advisor with potential and current customers, but also become a champion for customer success. Ultimately, you are a technologist, with the ability to explain complex technical concepts in easy-to-understand terms to C-Level customers. You are naturally curious, and someone who is not afraid to get your hands dirty. You appreciate the diversity of challenges in working with both partners and customers in a startup environment.
    Responsibilities:
    • 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 on concept deployments to validate Qumulo's solutions and overcome objections.
    • Travel within the quarter expected to be 20% time across the SE United States
    Qualifications:
    • Minimum 5+ years of experience in a pre-sales engineering role with 3-5 years specializing in cloud, unstructured data, file, and object technologies.
    • 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) with a familiarity with SMB, NFS, and S3 protocols
    • 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.
    • Competitive knowledge of NetApp, DellTechnologies, PowerScale, VastData, PureStorage, Ceph, Lustre, Scality, Weka,
    • A strong knowledge of the South East United States storage and public cloud markets
    • 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.
    The annual pay range for the role is USD $175,000 - $265,000.
    Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, gender, religion, sex, sexual orientation, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.
    As part of the employment process, Qumulo conducts comprehensive background checks on all final candidates for employment. The background check process may include a review of criminal history, credit history, employment verification, education verification, and other relevant information.
    Qumulo is committed to complying with all applicable federal, state, and local laws concerning background checks. We ensure that our background check process is fair, consistent, and transparent, and we follow all legal requirements regarding the timing and scope of such checks.
    For positions in jurisdictions with specific legal requirements, such as restrictions on the timing of criminal history inquiries, we will conduct these checks in accordance with local laws and only after a conditional offer of employment has been made, where required.
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