Pre-Sales Solutions Architect

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Build and maintain relationships with Arrow Supplier teams, sales, partners, and customers to support collaborative Sales, Marketing, and Services team objectives.

• Utilize all available resources, skills, budgets, and personnel effectively to achieve goals.

• Create and deliver captivating presentations, workshops, and training sessions to inform both technical and non-technical audiences about Storage and Power concepts, applications, and benefits.

• Conduct executive-level discussions with customers and prospects to educate and inspire them about the vision of Cloud and Power.

• Offer pre-sales assistance by collaborating with designated Arrow Strategic Accounts and opportunities at a technical account ownership level.

• Participate in hands-on lab support tasks, including hardware and software installation in the Arrow Solutions Lab and troubleshooting technical issues.

• Maintain a strong understanding of the competitive landscape in Cloud and Power, using knowledge of competitive solutions to effectively advise customers and partners.

• Evaluate market trends and competitive offerings to refine sales strategies.

• Deliver technical expertise regarding IBM Cloud and Power solutions to sales teams and customers.

• Conduct product demonstrations for partners and/or clients, ensuring thorough documentation of all customer-facing solutions.

• Generate impactful thought-leadership content, such as blogs, articles, webinars, white papers, and presentations, to educate and inspire while positioning Arrow Electronics as a channel leader in AI-related topics.

• Work collaboratively with cross-functional teams to identify customer needs and create customized solutions.

• Execute technical sales calls as either the lead or a team member based on the circumstances.

• Complete necessary presales documentation promptly, accurately, and comprehensively.

• Assess sales opportunities concerning customer technical requirements, competition, and decision-making processes.

• Showcase and promote the design and value of proposed supplier Technology solutions and business cases to partners, customers, prospects, and Arrow management.

• Possess knowledge of relevant hardware, software, virtual & cloud technologies, and applications associated with IBM Cloud and Power.

• Demonstrate the ability to identify fundamental problems from real-world use cases and design, build, and validate effective cloud and power solutions.

⛳️ Requirements

• Bachelor's degree coupled with 5 years of relevant experience is preferred.

• Demonstrated experience (minimum of 2 years) in applying IBM Cloud and Power solutions to address complex business challenges and drive innovation.

• Familiarity with IBM Storage solutions is preferred.

• A strong enthusiasm for innovation and continuous learning in Cloud and Power, complemented by a customer-centric approach.

• Self-motivated: Possess a growth mindset, ability to collaborate with partners and their clients, and lead initiatives independently.

• Excellent facilitation skills with the capacity to lead workshops and collaborate efficiently with cross-functional teams.

• Requires comprehensive knowledge and experience within the IBM Cloud and Power ecosystem.

• Knowledge of Fusion, Storage for Resilience, Data, and AI is advantageous.

• Mainframe experience is a plus.

• Experience with IBM Storage Ceph is preferred.

• A successful candidate will have detailed knowledge of products, technologies, and the industry related to IBM Cloud and Power Systems.

• Ability to confidently present to large groups.

• Exceptional Communication Skills: Strong verbal, written, and interpersonal skills that are engaging, convincing, and influential.

• Certifications on the IBM Cloud and Power stack are required.

• In-depth knowledge of IBM Cloud and IBM Power solutions is essential.

• Certifications in IBM Storage (Storage Fusion, Enterprise Storage) are necessary.

• Certifications in IBM Power are required.

• Certifications in Red Hat OpenShift are beneficial.

• Certifications or experience with IBM i, Windows, and Linux operating systems (preferably RHEL) are needed.

• Certifications or experience in virtualization and container technologies are required.

• Certifications or experience in scripting or programming languages are necessary.

• Ability to effectively present in front of groups is essential.

• A clean and credible social media presence is required.

• Willingness to travel 50% or more of the time is necessary.

🏝️ Benefits

• Medical, Dental, and Vision Insurance

• 401k with Matching Contributions

• Paid Time Off (including sick leave, holidays, vacation, etc.)

• Health Savings Account (HSA)/Health Reimbursement Account (HRA) options

• Opportunities for growth

• Short-Term/Long-Term Disability Insurance

• And more!