The Role
ZEDEDA makes edge computing effortless, open, and intrinsically secure - extending the cloud experience to the edge. ZEDEDA reduces the cost of managing and orchestrating distributed edge infrastructure and applications, while increasing visibility, security and control. ZEDEDA delivers a distributed, cloud-native edge management and orchestration solution, simplifying the security and remote management of edge infrastructure and applications at scale.
ZEDEDA ensures extensibility and flexibility by utilizing an open partner ecosystem with a robust app marketplace and leveraging an open architecture built on EVE-OS, from the Linux Foundation. ZEDEDA delivers instant time to value, has thousands of nodes under management and is backed by world-class investors with teams in the US, Germany and India. For more information, visit www.zededa.com
About the Position: Sales Solution Architect Manager
ZEDEDA is seeking a team-oriented, highly effective, and motivated technical SE Manager (SEM). This position reports to the Head of Go-To-Market and works with ourCRO. This SAM position will provide consistent team and business leadership with a focus on pre-sales growth and oversee Solution Architects.
The position is responsible for tactical and strategic leadership to the Pre-Sales team. The SEM is responsible for team development and alignment of organizational capability to support the sale and adoption of ZEDEDA’s products and services.
The successful candidate will be an accomplished self-starter with leadership experience; aware of market trends and transitions; understand data network systems architecture, computing, open source and associated business value; have experience or familiarity with direct, channel, OEM and SI business motions; have proven track record to work in a matrix environment and possess excellent communication, presentation and organization skills.
Responsibilities
- Lead and manage a team of self-motivated and passionate solutions architects, providing guidance, coaching, and mentoring to ensure their success.
- With industry recognized credibility, the SSAM will enable conversations with ZEDEDA’s customer-side Enterprise, Cloud and Edge/IoT Architects.
- The SSAM 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
- Lead and participate in pre-sales activities, including product demonstrations, technical presentations, and proof-of-concept engagements.
- The SSAM 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
- Ensure Sales Engineers engage with appropriate technical teams to address complex customer requirements.
- The SSAM 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
- Ensure Sales Solution Architects engage with appropriate technical teams to address complex customer requirements.
- Establish a long term and sustainable relationship with the assigned accounts, by aligning ZEDEDA’ solutions with the client’s key business initiatives; the 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
- Serve as a bridge between AEs and SSAs, ensuring effective communication and alignment in pre-sales activities.
- Demonstrate the ZEDEDA solution, products, technology and how these tools are used in a particular customer segment(s)
- Actively drive, manage and be accountable to the technology evaluation stage of the sales process and are adept at conducting discovery, demos, and delivering POC/POVs
Qualifications
- 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
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The Company
What We Do
ZEDEDA, the leader in edge orchestration, delivers visibility, control and security for the distributed edge, with the freedom of deploying and managing any app on any hardware at scale and connecting to any cloud or on-premises systems. Distributed edge solutions require a diverse mix of technologies and domain expertise and ZEDEDA enables customers with an open, vendor-agnostic orchestration framework that breaks down silos and provides the needed agility and future-proofing as they evolve their connected operations. Customers can now seamlessly orchestrate intelligent applications at the distributed edge to gain access to critical insights, make real-time decisions and maximize operational efficiency.
ZEDEDA is a venture-backed Silicon Valley company, headquartered in San Jose, CA, with teams in India and Europe.
