About The PositionQumulo'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- Lead solution design and customer engagement by translating needs into scalable architectures, participating in deep-dive discussions, articulating value propositions, and delivering high- and low-level designs.
- Support the sales cycle through technical proposals, RFP responses, whitespace analysis, business planning, and by guiding deal strategy, qualification, and forecasting.
- Build trusted advisor relationships with customers, using strong communication, storytelling, and objection-handling skills to influence decisions and challenge perspectives when needed.
- Stay current on industry trends and contribute to thought leadership (case studies, white papers, media) to strengthen market positioning.
- Deliver hands-on demonstrations and proof-of-concept deployments to validate solutions and overcome objections.
- Travel up to 20% across the NW United States.
Qualifications- 5+ years in pre-sales engineering, including 3-5 years focused on cloud, unstructured data, and file/object storage technologies.
- Strong technical foundation in cloud platforms, end-user compute, and operating systems (Windows, Linux, Unix/BSD), with knowledge of SMB, NFS, and S3 protocols.
- Experience designing solutions across edge, datacenter, and cloud environments, including hybrid storage architectures.
- Proven ability to manage customer relationships, conduct business and technical discovery, and deliver solutions that drive growth across industries.
- Familiarity with competitive storage technologies (e.g., NetApp, Dell Technologies, PowerScale, VAST Data, Pure Storage, Ceph, Lustre, Scality, Weka) and knowledge of Pacific Northwest storage and cloud markets.
- Strong communication, presentation, and consultative/value-selling skills, including whiteboarding, demos, and objection handling for technical and non-technical audiences.
- Bachelor's degree in Computer Science, Engineering, or related field; relevant certifications (AWS, Azure, storage) preferred.
The annual pay range for the role is USD $175,000 - $265,000
Individual pay depends on various factors, such as role level, relevant experience and skills. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time.
Benefits & Perks:- Pre-IPO stock options
- Flexible time-off policy
- HSA and PPO health insurance options
- Dental and Vision insurance
- 401(k) plan
- Choice of an ORCA card or parking subsidy
