Pre-Sales Solution Architect

Key Responsibilities

• Partner with Account Executives to qualify opportunities and lead technical discovery conversations with customers.
• Architect customer solutions across storage, compute, security, and cloud portfolios.
• Build accurate configurations and pricing models.
• Execute and manage Deal Registrations and Deal Submissions in alignment with partnership requirements.
• Leverage promotional programs to maximize competitiveness and profitability.
• Collaborate with Inside Sales to ensure customer-facing quotes are accurate, compliant, and aligned to scope.
• Support RFP/RFI responses with detailed technical write-ups and bill of materials (BOM).
• Manage multiple opportunities simultaneously while maintaining configuration accuracy and timeline discipline.
• Track promotions, subscription renewals, and lifecycle motions to drive incremental value for customers.
• Position and attach Professional and Managed Services to product opportunities, ensuring solutions are supportable, scalable, and aligned to customer outcomes.

Required Experience

• 7+ years of pre-sales, solutions engineering, or technical sales experience with a strong emphasis on solution, outcome, and value-based selling.
• Demonstrated experience selling and positioning Professional Services and Managed Services alongside product solutions.
• Proven ability to integrate services (advisory, implementation, and managed services) into end-to-end customer solutions.
• Experience working within or alongside services delivery organizations (Professional Services, Managed Services, or MSP environments).
• Strong understanding of lifecycle selling motions, including land, adopt, expand, and renew.

Preferred Experience

• 5–10+ years in pre-sales, solutions architecture, or technical sales engineering.
• Demonstrated expertise in one or more of the following - Storage, Compute, Security, and Cloud.
• Experience in a services-led or MSP environment, with the ability to position ongoing managed services and attach professional services to product deals.
• Strong experience working within OEM partner organizations.
• Proven experience managing multiple concurrent projects and fast-moving sales cycles.
• Experience collaborating with Inside Sales teams on structured, customer-facing quotes.

Technical Knowledge & Proficiencies

• Experience architecting, configuring and selling the top vendors in the stated categories (storage, compute, security and cloud) - HPE, Dell, Cisco, Pure, NetApp, AWS, Azure, Palo Alto, Checkpoint, Fortinet, etc.
• Financial Modeling: BOM accuracy, subscription transitions, margin optimization
• Productivity Tools: Advanced Excel proficiency (pricing models, margin analysis, quote comparison)

Education

Bachelor’s degree in Information Technology or related technical field (Preferred).