Sales Solutions Architect - US (Central or Eastern Time)

ZEDEDA

1d • $160,000 - $240,000 • Remote

About The Position

The Sales Solutions Architect (SA) will engage with ZEDEDA’s customer-side Enterprise, Cloud, and Edge/IoT Architects, leveraging industry-recognized credibility. The SA will have experience in leading and participating in sales deals across both IT and OT, specifically within verticals such as Oil & Gas, Renewables, Industrial Automation, Retail, and Automotive. The role involves articulating ZEDEDA's value proposition, assisting with design wins by collaborating with customer architecture teams, and understanding end-to-end deployment schemes to enable customer Edge solutions. This includes identifying the correct architecture, tools, partners, and logistics. The SA will also drive and actively participate in Proof of Concepts/Values with customers, providing hands-on support. A key aspect of the role is establishing long-term, sustainable relationships with assigned accounts by aligning ZEDEDA's solutions with the client’s key business initiatives, serving as the Single Point of Contact for all presales technical activities. Collaboration with the Client Executive is essential for understanding customer requirements, developing technical presentations and demonstrations, and providing technical expertise during the sales process by procuring necessary resources from Product, Engineering, and Marketing teams. The SA will work with the Client Executive to leverage technical resources to expand ZEDEDA’s footprint, identify opportunities to displace competition, add products, users, and expand globally. The role also includes supporting account-based marketing strategies, contributing to product enhancement and competitive solution positioning, leading opportunity qualification, driving technical campaigns for complex engagements, and advising on market sizing initiatives by staying updated on industry trends. Participation in trade shows, conferences, and industry events is expected, as is demonstrating the ZEDEDA solution, products, and technology within specific customer segments.

Requirements

• 6-8 years of experience in presales, Solution Architecture teams with customer facing roles using engineering software.
• Experience with 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 customer deployments.
• Good understanding of virtualization, kubernetes, docker compose.
• Understanding of operational needs of customers when deploying large scale edge solutions.
• Demonstrate industry recognized credibility in the Oil & Gas and Renewables, Industrial Automation, Retail and Automotive verticals.
• 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.
• Demonstrated ability to foster collaboration and coordination with personnel distributed across multiple global sites.
• Experienced with Linux system administration, and familiarity with Linux based applications.

Nice To Haves

• Led and/or been part of multiple sales deals in both IT and OT.
• Ability to travel up to 25-50% of time.

Responsibilities

• Enable conversations with ZEDEDA’s customer-side Enterprise, Cloud and Edge/IoT Architects.
• Articulate the value proposition of ZEDEDA and help with design wins by working closely with the customer’s architecture teams.
• Understand end to end deployment schemes and partner with the customers to enable their Edge solutions.
• Drive and actively participate 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’s solutions with the client’s key business initiatives.
• Work collaboratively with the Client Executive and understand customer requirements to develop and deliver technical presentations and demonstrations.
• Provide technical expertise during the sales process by procuring the required resources and information worldwide from Product, Engineering, and Marketing teams.
• 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).

Benefits

• The base pay range is $160,000 - $240,000 dependent on your skills, qualifications, experience and location for this role.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior