Sales Solutions Architect - US (Central or Eastern Time)

ZEDEDA; Bend (OR); On-site; USD 160,000 - 240,000; Full time

Job summary

ZEDEDA is seeking a Senior Solutions Architect to enable presales conversations with enterprise, cloud and edge/IoT teams. You will articulate ZEDEDA's value and help design wins by working with customer architecture teams on end-to-end deployment schemes.

You will lead Proofs of Concept, align ZEDEDA solutions with client initiatives, and act as the single point of contact for presales technical activities across large global accounts. Travel up to 50% may be required.

Qualifications

• What you bring: BS in Computer Science or Engineering.
• 6–8 years in presales or solution architecture with customer-facing roles.
• Experience selling to large enterprises and emerging markets.
• Ability to travel 25–50%.
• Deep knowledge of virtualization, Linux, Kubernetes and Docker.
• Familiarity with Linux-based applications and edge deployments.
• Strong communication with C-level executives.

Responsibilities

• Collaborate with Client Executive to develop technical presentations and demos.
• Coordinate with Product, Engineering and Marketing to win opportunities.
• Expand ZEDEDA footprint by identifying account opportunities.
• Support ABM campaigns to drive technology proliferation.
• Contribute to product enhancements and competitive positioning.
• Lead qualification and drive technical campaigns for complex engagements.

Skills

Presales experience

Solution Architecture

Enterprise sales

Customer-facing

Linux system administration

Kubernetes

Docker

Edge computing

Oil & Gas / Renewables knowledge

Cloud / SaaS offerings

Education

BS in Computer Science/Engineering or related field

Job description

About ZEDEDA

ZEDEDA unlocks the value of AI where it matters most, enabling enterprises to create, secure and operate edge AI at scale. ZEDEDA’s Edge Intelligence products and solutions are used by global distributed enterprises to rapidly realize and deploy autonomous intelligence wherever they operate, turning real-time data into real and tangible business outcomes and decisions. Trusted by the world’s largest organizations, ZEDEDA is backed by world-class investors, with teams in the United States, Germany, India, and the United Arab Emirates. For more information, visit www.ZEDEDA.ai.

Role Summary

• With industry recognized credibility, the SA will enable conversations with ZEDEDA’s customer-side Enterprise, Cloud and Edge/IoT Architects
• The SA must have led and/or been part of multiple sales deals in both IT and OT, and in OT verticals such as Oil & Gas, Renewables, Industrial Automation, Retail and Automotive verticals
• The SA should be able to articulate the value proposition of ZEDEDA and help with the design wins by working closely with the customer’s architecture teams at customers
• The SA should be able to understand the end to end deployment schemes and partner with the customers to enable their Edge solutions. This can include identifying the correct architecture, tools, partners and logistics.
• The SA drives and actively participates in Proof of Concept/Values with the customer providing hands-on support.
• Establish a long term and sustainable relationship with the assigned accounts, by aligning ZEDEDA’ solutions with the client’s key business initiatives; the SA is viewed by the customer as their Single Point of Contact for all presales technical

Activities

• Work collaboratively with the Client Executive and understand customer requirements to develop and deliver technical presentations and demonstrations, as well as providing technical expertise during the sales process by procuring the required resources and information worldwide from Product, Engineering, and Marketing teams to execute the activity
• Work with the Client Executive to leverage proper technical resources to assist in the effort to expand ZEDEDA’s footprint; identify areas of opportunity at the account to displace competition, add products, add users and expand globally
• Support account-based marketing strategy to drive technology proliferation campaigns including adoption and deployment
• Participate and contribute on ZEDEDA product enhancement and competitive solution positioning
• Lead opportunity qualification & drive technical campaigns for complex engagements, advise on market sizing initiatives by staying up to date with industry trends and emerging technologies related to ZEDEDA
• Participate in trade shows, conferences, and other industry events to represent the company and its solutions
• Demonstrate the ZEDEDA solution, products, technology and how these tools are used in a particular customer segment(s)

Qualifications

• 6-8 years of experience in presales, Solution Architecture teams with customer facing roles using engineering software
• Large scale deployments, Virtualization, Edge Networking and Security, Relevant Edge applications for the corresponding verticals and ability to understand cloud based SaaS offerings
• Good understanding of hardware platforms and how they fit our customers deployments
• Good understanding of virtualization, kubernetes, docker compose.
• Understanding of operational needs of our customers when deploying large scale edge solutions
• Demonstrate industry recognized credibility in the Oil & Gas and Renewables, Industrial Automation, Retail and Automotive verticals
• Required education and degree type: BS in Computer Science/Engineering or related field
• Experience selling to large enterprises and enterprises in emerging marketsAbility to understand, represent and effectively communicate all technical activities and product offerings to both technical and non-technical audiences
• Strong organizational and time management skills, possesses a sense of urgency
• Project a professional image and demonstrates business acumen, driven to succeed
• Ability to interact effectively with senior business managers and C-level executives
• Ability to travel up to 25-50% of time
• Demonstrated ability to foster collaboration and coordination with personal distributed across multiple global sites
• Experienced with Linux system administration, and familiarity with Linux based applications.

Pay & Benefits

ZEDEDA's main compensation philosophy is to provide you with the opportunity to progress as you grow and develop with the company. The base pay range is $160,000 - $240,000 dependent on your skills, qualifications, experience and location for this role.