Solutions Architect

Summary

Join ZEDEDA as a Solutions Architect and enable conversations with enterprise, cloud, and edge/IoT architects. Lead and participate in sales deals across IT and OT sectors, including Oil & Gas, Renewables, Industrial Automation, Retail, and Automotive. Articulate ZEDEDA's value proposition, design winning solutions with customer architecture teams, and understand end-to-end deployment schemes. Establish long-term customer relationships, aligning ZEDEDA's solutions with client business initiatives. Collaborate with the Client Executive, develop technical presentations and demonstrations, and provide technical expertise during sales. Leverage resources to expand ZEDEDA's footprint, identify opportunities to displace competition, and support account-based marketing. Participate in product enhancement, competitive solution positioning, opportunity qualification, and technical campaigns. Represent ZEDEDA at industry events and demonstrate its solutions to customers.

Requirements

• Large scale deployments, Virtualization, Edge Networking and Security, Relevant Edge applications for the corresponding verticals and ability to understand cloud based SaaS offerings
• Demonstrate industry recognized credibility in the O&G and Renewables, Industrial Automation, Retail and Automotive verticals
• Required education and degree type: BS in Computer Science/Engineering or related field 6-8 years of experience in presales, Solution architecture teams with customer facing roles using engineering software
• 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

Responsibilities

• 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 and 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
• 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)

Benefits

This role has a targeted OTE of $270,000 70/30 split