Solutions Architect

Summary

Join ZEDEDA, a company making edge computing effortless, open, and secure, as a Solutions Architect. You will enable conversations with enterprise, cloud, and edge/IoT architects, leading and participating in sales deals across various OT verticals. Articulate ZEDEDA's value proposition, assist with design wins, and understand end-to-end deployment schemes. Drive and participate in Proof of Concepts, establish long-term customer relationships, and collaborate with the Client Executive. Develop and deliver technical presentations, expand ZEDEDA's footprint, support account-based marketing, and contribute to product enhancements. Lead opportunity qualification, advise on market sizing initiatives, participate in industry events, and demonstrate ZEDEDA solutions.

Requirements

• 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 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

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
• 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)