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PreSales Systems Engineer

2 months ago

Schenectady, United States Quantum US Full time
Job DescriptionJob Description

Quantum delivers end-to-end data management solutions designed for the AI era. With over four decades of experience, our data platform has allowed customers to extract the maximum value from their unique, unstructured data. From high-performance ingest that powers AI applications and demanding data-intensive workloads, to massive, durable data lakes to fuel AI models, Quantum delivers the most comprehensive and cost-efficient solutions. Leading organizations in life sciences, government, media and entertainment, research, and industrial technology trust Quantum with their most valuable asset – their data. Quantum is listed on Nasdaq (QMCO). For more information visit www.quantum.com.

Job Summary
The Pre-Sales Solution Engineer (PSE) is integral to our pre-sales operations, providing technical solution selling, technical presentations, and solution design based on assessing technical and business requirements. This role is responsible for building and maintaining customer and partner relationships for long-term success, specifically focusing on the Quantum Portfolio & Products to address customer business challenges. The PSE must articulate the value and outcomes our solutions provide, aligning them with client needs and requirements. Additionally, this role involves ensuring application interoperability with third-party solutions, with a strong emphasis on AI-driven solutions and their integration into existing business processes.

Job Duties and Responsibilities

  • AI Integration: Leverage AI technologies to enhance solution designs, ensuring that AI capabilities are effectively integrated to meet customer business needs. Provide technical expertise on AI-driven products, demonstrating how they can solve specific challenges and optimize operations.
  • Interpersonal and Communication Skills: Exhibit excellent interpersonal skills, strong presentation abilities, effective listening, and superior written and verbal communication, particularly in explaining complex AI concepts to non-technical audiences.
  • Technical Expertise: Use in-depth product knowledge to provide technical expertise to sales staff, partners, and customers through various presentations and discussions, including those involving AI-based solutions. Offer informal training support on AI technologies as needed.
  • Solution Presentations: Deliver effective technical presentations on all aspects of our solutions, including features, functions, benefits, and interoperability with third-party products, with an emphasis on AI capabilities and their unique differentiators.
  • Customer Interaction: Respond to technical questions from prospective and existing customers, as well as the Quantum Sales Team, regarding current and future products, particularly those involving AI and machine learning.
  • Requirements Analysis: Identify and document customer functional and non-functional requirements for detailed system design, including AI model integration, hardware, operating systems, applications, network topology, workflows, and storage capacity.
  • Solution Design: Translate technical and business requirements into clear architecture and solution design documents, including AI model integration and deployment strategies, detailed Visio diagrams, and technical briefs for the sales team.
  • End-to-End Solutions: Provide comprehensive solution and design details, acting as a product SME to help identify and qualify business opportunities, particularly in AI and data-driven decision-making solutions.
  • Project Coordination: Collaborate with internal and external technical resources, project managers, and product managers to develop proof of concept or implementation solution plans, particularly involving AI, and lead implementation efforts.
  • Sales Support: Assist in closing business by securing technical recommendations through solution presentations, demonstrations, and evaluations, with a focus on AI-driven product capabilities.
  • RFP/RFI Responses: Provide technical input and support to the Sales Team when responding to large RFIs or RFPs, particularly those that require AI-related expertise.
  • Consultative Approach: Work with the Sales Team using a consultative approach to identify customer business needs and develop enterprise solutions, including AI-powered enhancements.
  • Sales Team Collaboration: Function as an active member of the Quantum Sales Team, overcoming technical barriers to sales, particularly in AI-related areas, and participating in periodic sales funnel reviews. Maintain up-to-date customer technical information in Salesforce.

Job Requirements

  • Consultative Sales Process: Mastery of the consultative sales process, with pre-sales design and implementation expertise in complex shared storage environments, including AI integration.
  • Technical Skills: Strong skills in storage technologies (e.g., Filesystems: S3, NFS, Technologies: Cloud, NAS, SAN, DAS, OSD, Software Defined Storage), storage network topologies (e.g., Ethernet, TCP/IP, Fibre Channel), and AI-related technologies (e.g., AI Infrastructures, workflows, machine learning frameworks, AI-driven data analysis tools). Strong knowledge of AI hardware solutions across all aspects of an AI driven portfolio and solution set (storage solutions, data lakes, data analysis and deployment needs, AI Tech Stack and Infrastructures) and experience with storage management software and frameworks.
  • Media and Entertainment: Strong knowledge of media and entertainment workflows, complex broadcast IT, post-production environments, and AI applications within these industries.
  • Market Trends: Understanding of market trends, particularly in AI, and the ability to identify associated solutions.
  • Communication and Storytelling: Strong written, oral, and presentation skills. Able to act as a storyteller, particularly in communicating AI solutions and providing feedback across the ecosystem, including customer experience, support, product, and marketing teams.
  • Project Management: Strong project management skills, including evaluation, design, development, and analysis, with experience in managing AI integration projects.
  • IT Governance: Understanding of IT governance frameworks, including corporate requirements, industry standards, regulatory environments, and risk and resource management, with knowledge of AI ethics and governance.
  • Customer Relations: Strong customer relations skills and a thorough understanding of the sales cycle, particularly in AI-driven sales scenarios.
  • Technical Proficiency: Working knowledge of MAC, UNIX, LINUX, Windows, and AI/ML hardware/software certifications is a plus.
  • Independence and Teamwork: Ability to work independently and as part of a team, with evidence of personal and professional energy and excellence in AI-related tasks.
  • PoCs and Assessments: Experience performing needs assessments, proofs of concept, particularly involving AI, and making recommendations based on discovered needs.
  • Education and Experience: BS degree in Engineering or Computer Science preferred, or equivalent experience. At least 8+ years in a senior pre-sales technical role, with demonstrated experience in Storage and associated AI technologies.
  • Markets and Segments: Enterprise, Commercial, Lifesciences, AI, Storage, Data Protection, Security.
  • Demonstrated Experience: Solution Selling. Business Value, Pre-Sales Engineering across multiple markets and segments, particularly with AI-driven solutions.

Essential Functions

  • AI Proficiency: Ability to communicate, present, instruct, guide, negotiate, and coordinate tasks related to AI technologies and their implementation.
  • Storage Solution Proficiency: Ability to communicate, present, instruct, guide, negotiate, and coordinate tasks related to Enterprise Storage technologies, Data Protection and their value, outcomes, business impact and technical requirements including implementation and deployment.
  • Collateral Creation: Capable of creating collateral, presentations, documentation, and marketing material, particularly related to AI solutions.
  • Partner and Channel Development: Active participation in partner and channel development, especially with AI-focused partners.
  • Team Interaction: Ability to work both independently and collaboratively within a team environment, particularly in AI projects.
  • Task Completion: Consistently complete tasks on time with or without supervision, including those involving AI.
  • Analytical Skills: Use logic and reasoning to identify strengths and weaknesses of alternative solutions and approaches, particularly in AI applications.
  • Communication: Effectively communicate information and ideas, particularly those related to AI.
  • Information Analysis: Analyze information and evaluate results effectively, with a focus on AI-driven solutions for data analysis.
  • Collaboration: Work collaboratively with product, pre-sales solution engineering, sales, and channel teams, particularly on AI projects.
  • Microsoft Office: Proficient in using the full Microsoft Office suite, including Excel, Word, PowerPoint, and Teams, with experience in AI-related tools.

Travel Requirements:
Expected Travel: 20-50%

Quantum provides a diverse portfolio of health plans for medical and prescription, dental, vision, life, disability, and supplemental medical insurance options. We also support our team members’ efforts to develop and maintain a healthy lifestyle through reimbursement and educational programs. Quantum offers a company-matched 401(k) plan to help employees save for retirement in a tax-advantaged way. We also have an Employee Stock Purchase Program for purchasing Quantum stock at a discounted rate.

Anticipated Salary Range: $240,000 to $255,000 for qualified applicants.

The above pay range represents Quantum's good faith and reasonable estimate of possible compensation at the time of posting. Pay within the range will be based on a variety of factors, including but not limited to, relevant experience, knowledge/education, skills/abilities, internal equity, and budgetary considerations.

With over 40 years of innovation, Quantum's end-to-end platform is uniquely equipped to orchestrate, protect, and enrich data across its lifecycle, providing intelligence and actionable insights. Leading organizations in cloud services, entertainment, government, research, education, transportation, and enterprise IT trust Quantum to bring their data to life, because data makes life better, safer, and smarter. Quantum is listed on Nasdaq (QMCO) and the Russell 2000® Index. For more information visit www.quantum.com.

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