Pre-Sales Solutions Architect (LA) - Media & Entertainment - Enterprise Data Storage / Hybrid Cloud

Qumulo's cloud data platform manages exabytes of the world's most demanding data, unifying files, objects, and every workload across edge, core, and cloud., Qumulo's M&E Pre-Sales Solutions Architect will be a key addition to our field sales organization.

This role sits at the intersection of cloud architecture, enterprise storage, and modern media workflows. This person will work closely with studios, broadcasters, and digital content platforms to design and position storage solutions optimized for high-performance ingest, editing, rendering, and long-term content preservation. They will utilize their understanding of cloud data platforms to assess customer needs and build strong business cases for our solutions. They will not only become a trusted advisor with potential and current customers but also become a champion for customer success.

Ultimately, you are a technologist, with the ability to explain complex technical concepts in easy-to-understand terms to C-Level customers. You are naturally curious, and someone who is not afraid to get your hands dirty. You appreciate the diversity of challenges in working with both partners and customers in a startup environment. You will serve as a thought leader and evangelist for Qumulo's M&E solutions in customer engagements.

Lead strategic customer engagements for M&E workloads, partnering with sales, executives, OEM specialists, and partners to identify, qualify, and advance opportunities., * Translate complex media requirements into scalable cloud and hybrid architectures, designing tailored solutions aligned with customer business and technical environments.

• Support the full sales cycle by preparing technical proposals/RFP responses, performing whitespace analysis and business planning, and guiding deal strategy, qualification, and forecasting.
• Act as a trusted advisor by building long-term customer relationships, leading deep-dive discussions, articulating value propositions, and confidently handling technical objections.
• Stay current on industry and market trends to refine GTM strategies, strengthen competitive positioning, and maintain leadership in M&E workloads.
• Create thought leadership content (case studies, white papers, media articles) and contribute to company perspectives through strong communication and storytelling.
• Deliver hands-on product demonstrations and proof-of-concept deployments to validate solutions and drive customer confidence.
• Travel up to 20% across the SW United States.

Do you have experience in Objection handling (sales technique)?, * 5+ years in pre-sales engineering, including 3-5 years focused on cloud, unstructured data, and file/object storage technologies.

• Strong expertise in M&E applications, workflows, and architectures, including high-performance rendering and content preservation.
• Solid technical foundation in cloud platforms, end-user compute, and operating systems (Windows, Linux, Unix/BSD), with knowledge of SMB, NFS, and S3 protocols.
• Experience designing solutions across edge, datacenter, and cloud environments, including hybrid storage use cases.
• Proven ability to manage customer relationships, conduct technical discovery, and deliver compelling, value-based solutions that drive growth.
• Familiarity with competitive storage technologies (e.g., NetApp, Dell, PowerScale, VAST Data, Pure Storage, Ceph, Lustre, Scality, Weka).
• Strong communication, presentation, and consultative selling skills, including whiteboarding, demos, and objection handling for both technical and non-technical audiences.
• Bachelor's degree in Computer Science, Engineering, or related field; relevant industry certifications (AWS, Azure, storage) preferred

2.82.8 out of 5 stars Los Angeles, CA Remote $175,000 - $265,000 a year - Full-time, Pulled from the full job description

• 401(k)
• Health insurance
• Vision insurance
• Health savings account
• Dental insurance
• Stock options, The On-Target Earnings (OTE) for this role is $175,000 - $265,000 with uncapped commission and lucrative accelerator opportunities.

Individual pay depends on various factors, such as role level, relevant experience and skills. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time.

Benefits & Perks:

• Pre-IPO stock options
• Flexible time-off policy
• HSA and PPO health insurance options
• Dental and Vision insurance
• 401(k) plan

With more than 1,100 customers and exabytes of data under management, Qumulo powers mission-critical workloads anywhere real-time access to massive file datasets is non-negotiable. Qumulo delivers radical simplicity, hardware freedom, exceptional customer support, and a true hybrid-cloud architecture. Our Values: 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.