Solutions Engineer

at  Quantum US

Quantum Corp. leads the world in helping users collaboratively solve some of the world’s hardest computer challenges. Whether its wrangling Petabytes of data for cutting edge movie production, managing global content production workflows, exploring new sources of energy, or managing oceans of content and blending collaborative high-speed workflows with cutting-edge object storage, Quantum has the tools and technology to help you engineer the solution that works now - and preserves your work for decades to come. You are applying to an exceptional team that contributes to enhancing our position as a proven global expert in data management.

JOB SUMMARY

The Pre-Sales Solution Engineer (PSE)/Subject Matter Expert (SME) 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/SME 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.

JOB REQUIREMENTS:

• Consultative Sales Process: Mastery of the consultative sales process, with pre-sales design and implementation expertise in complex shared storage environments.
• Technical Skills: Strong skills in storage technologies (e.g., Filesystems: S3, NFS, Technologies: Cloud, NAS, SAN, DAS, OSD, Software Defined Storage) and storage network topologies (e.g., Ethernet, TCP/IP, Fibre Channel). Good scripting skills (e.g., shell scripts, python) and experience with storage management software.
• Media and Entertainment: Strong knowledge of media and entertainment workflows, complex broadcast IT, and post-production environments.
• Market Trends: Understanding of market trends and the ability to identify associated solutions.
• Communication and Storytelling: Strong written, oral, and presentation skills. Able to act as a storyteller and provide feedback across the ecosystem, including customer experience, support, product, and marketing teams.
• Project Management: Strong project management skills, including evaluation, design, development, and analysis.
• IT Governance: Understanding of IT governance frameworks, including corporate requirements, industry standards, regulatory environments, and risk and resource management.
• Customer Relations: Strong customer relations skills and a thorough understanding of the sales cycle.
• Technical Proficiency: Working knowledge of MAC, UNIX, LINUX, Windows, and other hardware/software certifications is a plus.
• Independence and Teamwork: Ability to work independently and as part of a team. Evidence of personal and professional energy and excellence.
• PoCs and Assessments: Experience performing needs assessments, proofs of concept, 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.
• 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.

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: $150,000 to $200,000 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.

JOB DUTIES AND RESPONSIBILITIES:

• Interpersonal and Communication Skills: Exhibit excellent interpersonal skills, strong presentation abilities, effective listening, and superior written and verbal communication.
• Technical Expertise: Use in-depth product knowledge to provide technical expertise to sales staff, partners, and customers through various presentations and discussions. Offer informal training support as needed.
• Solution Presentations: Deliver effective technical presentations on all aspects of our solutions, including features, functions, benefits, and interoperability with third-party products. Address customer needs and highlight Quantum’s 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.
• Requirements Analysis: Identify and document customer functional and non-functional requirements for detailed system design, including 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 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.
• Project Coordination: Collaborate with internal and external technical resources, project managers, and product managers to develop proof of concept or implementation solution plans and lead implementation efforts.
• Sales Support: Assist in closing business by securing technical recommendations through solution presentations, demonstrations, and evaluations.
• RFP/RFI Responses: Provide technical input and support to the Sales Team when responding to large RFIs or RFPs.
• Consultative Approach: Work with the Sales Team using a consultative approach to identify customer business needs and develop enterprise solutions.
• Sales Team Collaboration: Function as an active member of the Quantum Sales Team, overcoming technical barriers to sales and participating in periodic sales funnel reviews. Maintain up-to-date customer technical information in Salesforce.

ESSENTIAL FUNCTIONS:

• Instruction and Guidance: Ability to instruct, guide, negotiate, coordinate, analyze, and organize proactively.
• Collateral Creation: Capable of creating collateral, presentations, documentation, and marketing material.
• Partner and Channel Development: Active participation in partner and channel development.
• Team Interaction: Ability to work both independently and collaboratively within a team environment.
• Task Completion: Consistently complete tasks on time with or without supervision.
• Analytical Skills: Use logic and reasoning to identify strengths and weaknesses of alternative solutions and approaches.
• Communication: Effectively communicate information and ideas.
• Information Analysis: Analyze information and evaluate results effectively.
• Collaboration: Work collaboratively with product, pre-sales solution engineering, sales, and channel teams.
• Microsoft Office: Proficient in using the full Microsoft Office suite, including Excel, Word, PowerPoint, and Teams.