The Cloud and Channel Solution Architect is responsible for the end-to-end technical design of the complete solution which address the customer’s business problems, needs, and opportunities, including both the company products and services plus all necessary third-party components (e.g. software, hardware, consulting). Is aligned to a single or small group of related solutions (such as cloud, big data, mobility, etc.) that are aligned with the company's corporate strategy. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.
Your Key Responsibilities:
- Provide ongoing and proactive technical management of assigned partners including, but not limited to: monthly status calls and meetings, quarterly product updates, and regular design review and case review, along with annual or semi-annual business review with your Account Executive to ensure the continued rapid expansion of our partners
- Deliver the Zerto message and vision including technical architecture presentations and product demonstrations to prospective partners
- Conduct remote calls and face-to-face meetings to discuss partner business and technical fit with Zerto software products
- Establish reputation with your partners as a trusted technical adviser on Zerto software products
- Provide technical guidance and support of sales efforts to drive team-based selling with aligned Channel/Cloud Account Executives
- Guide prospective MSPs and partners through installation of proof of concept solutions, working with their engineers and the account executive to ensure that the partner joins the ZCE following the POC
- Evangelize Zerto solutions at local, regional, and national events and trade shows such as HPE Discover, VMUGs, VMworld, Microsoft TechEd, Amazon re:Invent, and others
- Drive onboarding and training across assigned partners and their staff to develop strong and deep strategic relationships and enable engineers, sales persons, program managers, operations teams and others to deliver Zerto-based DR-as-a-Service solutions to the market
- Interact with Development and Engineering to ensure the product fills partner requirements and communicate these requirements and findings to the Product Management team
- Evangelize Zerto solutions online through social media
About You:
- 10+ years in software or hardware pre-sales or technical account manager roles
- Willingness and ability to perform 50% travel across assigned Partners
- Experience with VMware products including vSphere, vCenter, and vCloud Director or other hypervisor-based products/infrastructure (e.g. Hyper-V, KVM, etc.)
- Experience with public clouds (e.g. Amazon Web Services, Microsoft Azure, etc.)
- Understanding of storage concepts, architecture and storage platforms (e.g. SAN/NAS/DAS)
- Experience participating in solution configurations/overall architecture design and the creation of PoCs to meet customer requirements.
- Demonstrates expert consultative selling techniques, including active listening, framing, white boarding, storytelling etc.
- Expert knowledge of different types of partners and products, relevant to assigned solution set, understanding of company's regional 'Go to Market' strategy.
Preferred Skills:
- BA/BS, preferably in a Computer related field
- Working knowledge of Salesforce or other major CRM
- Enterprise-level architecture and management of real-life IT environments
- Experience working for a Cloud Service Provider or Managed Service Provider delivering X-aaS solutions
- Technical certifications (VCP, MCSE, CCNA, etc.)
- Practical experience with Microsoft SQL Server, Oracle database, or other database technologies
- Ability to set up and test customer-like computing environments for demo/troubleshooting purposes
- Network administration in routing, switching, firewall configuration
