Pre-Sales Solutions Architect
Full-time remote work within the US with the option of hybrid work in North Carolina. Preference given for candidates in the following locations: Austin, Boston, Chicago, Nashville, New York City, San Francisco, SeattleFull-TimeSenior
Salary not disclosed
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Job Details
- Experience
- Min. 5 years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS
- Required Skills
- AWSCybersecurityAzure
Requirements
- Min. 5 years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS
- Hands-on experience with AWS and/or Azure, including architecture patterns such as Route 53, EC2 AMIs, RDS snapshots, S3 replication, multi-region failover, Azure Site Recovery, and Azure Backup
- Strong technical depth in one or more of: cloud infrastructure, disaster recovery, backup and recovery, cybersecurity, data protection, or ransomware resilience
- Demonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts
- Ability to consult and present at all levels, C-suite, infrastructure leads, security teams, procurement, and finance, including to channel partners
- Experience with AWS and/or Azure co-sell programs and partner ecosystems
- Familiarity with MEDDIC, Command of the Message, Challenger, or other structured enterprise sales methodologies
- Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing
- Excellent verbal, written, and presentation skills with the ability to thrive in a fast-paced startup environment
- Prior experience helping build a pre-sales function at a high-growth or early-stage company is a plus
- Passion for staying current with cloud infrastructure and DR trends and a commitment to continuous learning
Responsibilities
- Contribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEs
- Discover and create prospect-specific, quantifiable value statements that directly impact deals
- Lead product demonstrations and POC engagements end-to-end, tailored to each prospect's AWS and/or Azure environment
- Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed
- Develop and maintain working relationships with AWS and Azure field teams to support co-sell motions
- Travel regionally to client sites as required
- Work closely with Account Executives and internal stakeholders across product, marketing, and customer success
- Feed technical insights, product gaps, and competitive intelligence back to product and engineering
- Help build the solutions engineering playbook from the ground up
- Be a reliable member of the team, providing coverage and support to customers and peers when needed
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