Role SummaryWe are seeking an inspirational thought leader and technologist to serve as the Worldwide Pre-Sales Leader for our AWS business. In this customer-facing global leadership role, you will lead our technical Go-to-Market (GTM) strategy, helping the world's largest enterprises solve their most complex cloud storage, data management, and data mobility challenges.
Operating within a fast-paced, high-growth business segment, you will help customers realize the potential of "true hybrid" architectures on AWS, aligning their enterprise data strategies directly to the tangible business outcomes of Trusted AI. Although based in the US, you will lead, rapidly scale, and optimize an expanding global organization, requiring a proven capability to drive hyper-growth alongside deep experience in running international businesses and managing across multiple cultures.
Core ResponsibilitiesGlobal Team Leadership & Optimization: Lead, mentor, and scale an established global pre-sales organization. Navigate the complexities of an international business while building an inclusive, high-performing culture that is highly effective across multiple countries and regions. Drive technical curiosity and architectural excellence in cloud storage and data services.
Data-Driven Pre-Sales Execution: Drive a rigorous, telemetry-based approach to all pre-sales activities. Implement frameworks to track the health of the technical pipeline, systematically manage and accelerate Proof of Concepts (POCs), identify and resolve technical blockers, and use data to optimize win rates, consumption metrics, and global resource allocation.
GTM & Product Alignment: Serve as the critical feedback loop between the global field and Product/Engineering groups. Ensure our GTM motions align perfectly with product capabilities to solve real-world customer data challenges (e.g., legacy NAS modernization, high-performance computing, data protection, AI data pipelines). Continuously evaluate product/market fit and provide actionable recommendations to shape the future of our AWS storage portfolio.
AWS Ecosystem Integration: Build and execute a programmatic, outbound engagement model with AWS. Move beyond reactive support to proactively integrate our pre-sales architects with key technical and sales stakeholders (e.g., AWS SAs, Storage Specialists). Build deep technical trust, facilitate joint account planning, and drive co-sell architectural wins that position our solutions as the premier data layer on AWS.
Leadership and ExperienceExperience
- 12-15+ years of progressive experience in technical pre-sales, solutions architecture, or cloud infrastructure engineering within the enterprise software or cloud industry.
- 7+ years of technical leadership experience, with a proven track record as a "Manager of Managers" or Director level & above.
Demonstrated success leading, motivating, and scaling globally distributed, multi-cultural technical teams across different global time zones from a US base.
Domain Expertise
- Cloud Storage & Data Mastery: Deep technical understanding of enterprise storage architectures (SAN, NAS, Object), data protection (backup, DR, ransomware recovery), and data governance.
- AWS Proficiency: Extensive knowledge of the AWS ecosystem, specifically native AWS storage & infrastructure services (EC2, EBS, S3, EFS, FSx) and how enterprise third-party solutions integrate to build hybrid, multi-cloud, and cloud-native data fabrics.
- AI & Data Strategy: Ability to articulate a compelling vision around data gravity, data pipelines, and how underlying storage infrastructure enables and secures cutting-edge Trusted AI and Machine Learning initiatives.
Business Acumen & Operations
- Proven operational rigor; experience building dashboards, KPIs, and metrics to measure technical sales effectiveness, POC success criteria, and time-to-consumption.
- Extensive experience navigating joint GTM strategies and co-sell motions with hyper-scalers (AWS experience highly preferred).
Exceptional executive presence, with the ability to communicate both technical/business value and outcomes to C-level business executives (CIOs, CTOs, CDOs).
Education, Certifications & Travel
- Bachelor's degree in Computer Science, Engineering, Information Technology, or a related field (or equivalent practical experience).
Active AWS Certification is highly preferred. - Travel Requirements: Ability to travel up to 30-40% (domestically and internationally) to support key customers, align with global teams, and engage with AWS stakeholders.
Compensation:
The target salary range for this position is 368,900 - 477,400 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings' (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, employee stock purchase plan, and/or restricted stocks (RSU's). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
