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VCE, an EMC Federation Company, is the world market leader in converged infrastructure and converged solutions. VCE accelerates the adoption of converged infrastructure and cloud-based computing models that reduce IT costs while improving time to market. VCE delivers the industry's only fully integrated and virtualized cloud infrastructure systems, allowing ...
Role:
The Presales vArchitect is the solution architect/pre-sales engineer in the VCE sales team working with C-level and IT Data Center customers and partners to architect market leading converged infrastructure solutions that deliver strategic business value. The vArchitect designs competitive solutions that include storage, compute, virtualization, and data protection.
We are seeking a Presales vArchitect based at EMC in Lagis to work with 1:1 Sales Account Manager primarily on new logo opportunities primarily in Nigeria & West Africa. The role will have at least 30% travel across this territory. South Africa & Emerging Africa is part of our TEEAM region which is fastest growing region in EMEA at present.
The vArchitect presents and markets the design and value of proposed VCE solution and business case to partners, customers, prospects and VCE management as well as qualifies the sales opportunities in terms of customer technical requirements, competition, decision making, and future strategies.
The vArchitect provides technical expertise in support of pre-sales activities in the assigned market.
They gather requirements, perform analysis, and design fully integrated technology solutions. Technical emphasis is on converged infrastructure platforms including virtualization, compute, network, storage, management, orchestration, and application requirements. vArchitects are required to make technical and sales presentations to customer’s business decision makers and technical staff with assistance and leadership from the vM (vAccount Manager). They must be able to understand EMC/VMware and/or competitive technology and business applications within the assigned market. Knowledge of ITIL and Service Management, along with Orchestration is preferred. Applications and knowledge of their effect on IT are highly desired. They assist the vAccount Manager in sales campaigns by developing technical responses to customer requests and proposals.
Principal Duties:
- Define solutions with VCE sales team to support customer business requirements and future strategies
- Leverage knowledge of competitive solutions to effectively address and dispel customer objections to VCE solutions, and train the account and partner teams
- Establish relationships with the VCE parent account teams, partners and customers in support of sales team objectives and engage and leverage corporate resources, abilities, budgets and personnel as appropriate
- Executes technical sales calls
- Configures and documents VCE software, hardware and service solutions to meet customer and sales objectives
- Completes required presales documentation quickly and accurately
- Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding
- Presents and markets the design and value of proposed VCE solution and business case to customers, prospects and VCE management
- Possesses detailed product/technology/industry knowledge. Knowledge of job associated software and applications.
- EMC Proven Professional Certification and/or VMware Certified Professional and/or Cisco Data Centre Unified Computing Design Specialist desired.
Professional Experience:
- At least 5-8 years Solution Architect experience (ideally coming from VMware/Storage background) with at least 2-3 years pre-sales/customer facing experience
- Define solutions with VCE sales team to support customer business requirements and future strategies
- Sizing VMware workloads on Storage/Server (Data Center Infrastructure) using capacity planning tools
- Ability to Architect complex Data Center designs incorporating Application layer, Virtualization layer and data center infrastructure (Storage/Server/Network)
- Experience of designing Management & Automation layer (using M&A tools such as vCloud Director, vCenter Ops, vCAC, UCS Director) or similar tools from BMC, CA, HP, etc would be an advantage.
- Leverage knowledge of competitive solutions to effectively address and dispel customer objections to VCE solutions, and train the account and partner teams
- Establish relationships with the VCE investor account teams, partners and customers in support of sales team objectives and engage and leverage corporate resources, abilities, budgets and personnel as appropriate
- Configures and documents VCE software, hardware and service solutions to meet customer and sales objectives
- Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding
- Presents and markets the design and value of proposed VCE solution and business case to customers, prospects and VCE management
- Possesses detailed product/technology/industry knowledge. Knowledge of job associated software and applications.
Skills:
- Consultative approach
- Technical account management
- Converged infrastructure
- VMware solutions design is essential along with Storage & Server (ideally EMC/Cisco however not essentially) solution design
- High level business case development
- IT strategy, vision and goals
- Adaptable and flexible
- Time management skills
- Results driven with a sense of urgency
- Communication skills
- Ability to influence others to achieve results
- Organizational skills
- Cross-Functional skill
- Customer focused
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