Sales Solutions Architect - US (Central or Eastern Time) at ZEDEDA

Matcha; Northern (KY); Hybrid; USD 160,000 - 240,000; Full time

Job summary

ZEDEDA is seeking a Senior Solutions Architect to enable conversations with customer Enterprise, Cloud and Edge/IoT Architects across verticals such as Oil & Gas, Renewables, Industrial Automation, Retail and Automotive.

You will lead multiple deals, articulate ZEDEDA's value, work with architecture teams, and drive design wins through collaborative engagement and hands-on PoC support.

Qualifications

• BS in Computer Science/Engineering or related field required.
• Experience selling to large enterprises and emerging markets.
• Ability to communicate complex technical concepts to technical and non-technical audiences.

Responsibilities

• Enable conversations with customer Enterprise, Cloud and Edge/IoT Architects.
• Lead and participate in presales and PoC activities with hands-on support.
• Articulate ZEDEDA value proposition and drive design wins with customer architecture teams.
• Understand end-to-end deployment schemes and partner with customers to enable Edge solutions.
• Collaborate with Client Executives, Product, Engineering and Marketing to deliver technical demonstrations.

Skills

Presales experience

Solution Architecture

Customer facing

Technical sales

Industry domain knowledge

Linux system administration

Kubernetes

Docker

Cloud and edge computing

Education

BS in Computer Science/Engineering or related field

Tools

Linux

Kubernetes

Docker

Virtualization

Job description

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 markets
• Ability 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 familiaritywith 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.