Overview Pre-Sales Solutions Architect - Southeast US at Qumulo. This role focuses on leveraging an understanding of cloud data platforms to assess customer needs, build strong business cases for our unstructured data platform, and act as a trusted advisor for customers and partners. Responsibilities Collaborate with sales teams to develop tailored solutions aligned with customer requirements. Work independently and alongside OEM Storage Specialists to identify, qualify, and advance sales opportunities within the assigned territory. Assist in the preparation of technical proposals and responses to RFPs; provide detailed technical answers and handle objections effectively. Stay current on technology trends through independent research, training, and professional networking. Build long-term partnerships with customers, becoming a trusted advisor on technical strategies for unstructured data solutions. Contribute to case studies, white papers, and media articles for customers and partners. Design and deliver storage solutions aligned with customer business requirements, leveraging understanding of their technical environment. Participate in deep-dive discussions, articulate value propositions, define differentiators, and draft both high-level and detailed solution designs. Use strong communication skills, including active listening and storytelling, to support company perspectives while respectfully challenging customer viewpoints. Perform whitespace reviews, business planning, and provide constructive challenges to account strategies, deal qualifications, and forecasts. Engage hands-on with prospects and customers to demonstrate value via detailed proof of concept deployments to validate Qumulos solutions and overcome objections. Travel within the quarter is expected to be up to 20% across the Southeast United States. Qualifications Minimum 5+ years of experience in a pre-sales engineering role with 35 years specializing in cloud, unstructured data, file, and object technologies. Bachelors degree in Computer Science, Engineering, or a related field. Industry certifications such as AWS, Azure, or storage vendor architect certifications. Strong technical background in end-user compute, cloud technologies and deployment, operating systems such as Windows, Linux, and Unix (BSD) with familiarity with SMB, NFS, and S3 protocols. Proven experience managing customer relationships from a technology perspective. Broad technical expertise in solving business problems and conducting customer business and technology discovery. Demonstrated success in creating compelling customer solutions and identifying growth opportunities in existing accounts across numerous industries. Expertise in Edge, Datacenter, and Cloud architectural use cases related to data and hybrid storage. Competitive knowledge of NetApp, Dell Technologies, PowerScale, VastData, PureStorage, Ceph, Lustre, Scality, Weka. A strong knowledge of the Southeast United States storage and public cloud markets. Strong client-facing communication, presentation, and interpersonal skills with the ability to convey complex technical concepts to non-technical stakeholders. Well-developed consultative and value-selling skills, including whiteboarding, customer demonstrations, and objection handling to support proactive decision-making. Annual pay range: USD $175,000 - $265,000. Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, gender, religion, sex, sexual orientation, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law. As part of the employment process, Qumulo conducts comprehensive background checks on all final candidates for employment. The background check process may include a review of criminal history, credit history, employment verification, education verification, and other relevant information. Qumulo is committed to complying with all applicable federal, state, and local laws concerning background checks. We follow all legal requirements regarding the timing and scope of such checks. For positions in jurisdictions with specific legal requirements, such as restrictions on the timing of criminal history inquiries, we conduct these checks in accordance with local laws and only after a conditional offer of employment where required. #J-18808-Ljbffr