DescriptionThe Role
Unlike a traditional field Sales Engineer focused on individual customer opportunities, this role creates exponential impact by embedding VAST into Global Systems Integrator (GSI) practices. You will partner with Channel Sales, Alliances, and Account Teams to build technical strategy, develop reference architectures, create scalable enablement programs, and help GSIs launch differentiated AI and data infrastructure offerings powered by VAST. Success means transforming partners into self-sufficient advocates who can independently position, architect, and deliver VAST solutions while generating new opportunities and accelerating enterprise adoption.
Responsibilities- Serve as the technical lead for strategic Global Systems Integrator (GSI) partners, helping embed VAST into AI infrastructure, data modernization, hybrid cloud, and HPC practices.
- Build and execute joint practice development plans, co-developing reference architectures, service offerings, and technical strategies that drive long-term partner adoption.
- Create and deliver scalable enablement programs-including workshops, certifications, demos, labs, and playbooks-that enable GSI architects and consultants to independently position and deliver VAST solutions.
- Partner with Channel Sales, Alliances, and Account Teams to support strategic opportunities, provide technical leadership throughout the sales cycle, and strengthen partner-driven pipeline generation.
- Translate VAST's technology into partner-focused service offerings and business value, helping GSIs build differentiated consulting and delivery practices around the platform.
- Develop reusable technical content, reference architectures, and enablement frameworks that create lasting institutional knowledge within partner organizations and establish VAST as a trusted technology across the GSI ecosystem.
- Collaborate closely with Product Management and Engineering, bringing partner feedback and field insights into the product roadmap while staying at the forefront of AI infrastructure, cloud-native technologies, and enterprise architecture trends.
Requirements- Proven experience as a Sales Engineer, Solutions Engineer, or Solutions Architect supporting enterprise customers, Global Systems Integrators, consulting organizations, or strategic channel partners.
- Strong expertise in enterprise infrastructure, cloud architecture, AI infrastructure, storage, networking, virtualization, and modern data platforms, with hands-on knowledge of technologies and protocols including Linux, Kubernetes, Docker, VMware, NFS, SMB/CIFS, S3, NVMe/TCP, RDMA, InfiniBand, Ethernet, and distributed systems.
- Experience designing enterprise architectures spanning on-premises, hybrid cloud, and cloud-native environments, with a strong understanding of AI, analytics, and large-scale data workloads.
- Demonstrated ability to create and deliver technical enablement assets-including labs, demos, workshops, certifications, playbooks, and reference architectures-that enable partners to independently position and implement technology solutions.
- Deep understanding of partner-led go-to-market models and the ability to drive pipeline, customer adoption, and practice development through technical enablement and strategic collaboration.
- Exceptional communication and presentation skills, with the ability to articulate complex technical concepts to architects, consultants, executives, and technical decision-makers while influencing across large, matrixed organizations.
- A consultative, self-driven mindset with a track record of building scalable programs, technical frameworks, and strategic partnerships that deliver lasting business impact, while maintaining a passion for emerging technologies in AI, cloud infrastructure, containers, networking, and distributed systems.
