Field CTO - AI, Private Cloud, and IBM Power

• Support strategic opportunities ($30K+ MRR or strategic use cases) end-to-end - from discovery and qualification through solution design, proposal, technical validation, and close - in partnership with the assigned Account Executive and Solutions Architect.
• Serve as the technical and business authority across four domains: AI infrastructure (GPUaaS, AI Factory, data-sovereign compute), Broadcom VCF / private cloud, IBM Power managed cloud, and security & compliance.
• Translate complex, multi-domain technical requirements into a clear, defensible solution narrative that sales and customer stakeholders can act on.
• Partner with the SAE and SSG leader (Dan Kurtz) on deal strategy, MEDPICC qualification, and forecast integrity for every assigned strategic opportunity.
• Lead technical discovery sessions, whiteboard sessions, and executive-level solution presentations directly with prospective and existing customers.
• Own the required opportunity artifacts and rules of engagement defined for the SSG sales process, ensuring consistency across every strategic deal.
• Engage directly with strategic partner counterparts at Broadcom and IBM to align joint account strategy, co-sell motions, and technical enablement.
• Represent Lightedge at industry conferences, partner events, and customer forums as a subject matter expert and public-facing technical spokesperson.
• Contribute field intelligence and win/loss insight back into the SSG proof-of-concept tracking (win-rate impact on $30K+ deals) supporting the 2027 dedicated enterprise team business case.
• Provide enablement and coaching support to sellers and Solutions Architects to raise the organization’s fluency across AI, Broadcom, IBM, and security.

• 15+ years in a pre-sales, solutions engineering, or technical sales role supporting complex, multi-product enterprise deals.
• Demonstrated expertise in at least three of the four core domains, with working knowledge of the fourth: AI infrastructure/GPUaaS, Broadcom VCF/VMware private cloud, IBM Power (IBM i, AIX, or Power Linux), and security/compliance frameworks.
• Track record of engaging directly with strategic technology partners (e.g., Broadcom, IBM, hyperscalers) on joint go-to-market and co-sell motions.
• Comfort and credibility presenting to executive audiences, at partner events, and on public conference stages.
• Strong opportunity qualification discipline (MEDPICC, BANDT, or equivalent) and the ability to co-own forecast accuracy on strategic deals.
• Excellent written and verbal communication skills; able to move fluidly between deep technical detail and executive business narrative.
• Willingness to travel for customer engagements, partner events, and industry conferences.
• Relevant certifications a plus: Broadcom/VMware (VCF, VCP), IBM Power/IBM i or AIX credentials, and security certifications (e.g., CISSP, Security+).

Lightedge is hiring a Subject Matter Expert (SME) to join the Strategic Solutions Group (SSG), our dedicated overlay function supporting the company’s largest and most complex opportunities. This SME will bring deep, cross-domain fluency in AI infrastructure, Broadcom VCF/private cloud, IBM Power, and security to every stage of the strategic sales cycle - from opportunity qualification through technical validation, proposal, and close. Beyond deal support, this person will represent Lightedge externally: engaging our strategic technology alliances (Broadcom, IBM, and others) and presenting at industry conferences and partner events as a credible, technical voice for the company.