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About the Company:

Qumulo is the unstructured data platform to store and manage exabyte-scale data anywhere – at the edge, in the core data center and in the cloud. With unstructured data growing in more locations faster than ever before, enterprises today need a way to store, manage, and curate data simply and efficiently in any location, on any platform. This is precisely what Qumulo was founded to accomplish.

At Qumulo, we are building an open and collaborative culture where people can do their best work with customers as our magnetic field. We act as owners, we share by default, we are data driven and experimental and as an inclusive workplace, we encourage and celebrate multiple points of view. As part of our culture we believe diversity drives innovation.

Role Description

Qumulo Technical Cloud Solutions Specialist is a combination of Cloud and Enterprise storage technical selling abilities. Responsible for direct opportunity engagement on strategic deals and coordinating the support of active cloud opportunities. Responsible for enabling and empowering Qumulo's existing sales organization as well as AWS sales teams to be more capable of developing, nurturing, and closing Qumulo cloud opportunities. This role focuses on driving and delivering against Qumulo's cloud revenue targets.

Responsibilities

• Develop and implement strategic plans to achieve revenue targets and company objectives for cloud-based products and services. Identify market trends, customer needs, and competitive positioning to refine sales strategies. Collaborate with cross-functional teams (product, marketing, finance) to align sales efforts with overall business goals.

• Drive sales and alignment in the US West region through repeatable GTM plays focused on Isilon to CNQ migrations, joint sales activities with AWS, Azure, and GCP teams, collaboration on GTM strategies, and training/workshops.

• Qualify and close new and existing cloud opportunities by conducting assessments, developing proposals and solutions, providing sales support and technical guidance, staying current on cloud trends (AWS, Azure, GCP), collaborating with engineering/product, and delivering training.

• Establish and maintain strong relationships with existing and potential clients, understanding their needs and tailoring solutions to address them effectively. Collaborate with account managers and customer success teams to ensure client satisfaction and retention.

• Collaborate with cloud partners, resellers, and alliances to drive joint sales efforts and expand market reach.

• Performs other related duties as assigned

Competencies:

• Proven ability to develop and execute successful GTM strategies and sales plays in collaboration with cloud provider teams, demonstrated by strong pipeline growth and win rates

• Collect and deliver customer signals and field feedback to cloud leadership to establish strategic plans and objectives. Partner with leadership as a trusted advisor on areas of improvement around administrative or operational matters.

• Regularly interacts with executives and/or major customers. Interactions frequently involve special skills, such as negotiating with customers or management or attempting to influence senior-level leaders regarding matters of significance to the organization.

• Extensive technical knowledge of cloud storage technologies, architectures, and migration strategies, with the ability to effectively communicate value propositions and solutions to customers and partners

Basic Qualifications

• Requires a minimum of 10 years of related experience with a Bachelor’s degree, or equivalent experience in cloud selling, as well as experience migrating or transforming legacy customer solutions to the cloud

• Solution Architecture certification or relevant cloud expertise preferred

• History of successful technical consulting and/or architecture engagements with large-scale customers or enterprises

• Strong knowledge of cloud platforms such as AWS, Azure, or Google Cloud, and related services.

• In-depth understanding of cloud architecture, microservices, containers, and serverless computing.

• Strong communication and interpersonal skills with a high level of comfort communicating effectively across internal and external organizations.

• Solid understanding of security best practices and compliance frameworks in cloud environments.

• Problem-solving aptitude and the ability to lead teams through technical challenges.

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