Enterprise Solutions Engineer - Bay Area
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AI Summary
LOCATION
This is a remote position; however, candidates must be based in the San Francisco / San Jose / East Bay metro areas to effectively support customers and partners across the territory.
JOB SUMMARY
Behind every great Client Executive is a Solutions Engineer who helps turn opportunity into customer outcomes. As an Enterprise Solutions Engineer, you’ll serve as the trusted technical advisor across a diverse enterprise territory, partnering closely with two Enterprise Client Executives to develop account strategy, uncover new opportunities, and drive successful customer engagements.
Success in this role requires balancing technical breadth with commercial awareness. You’ll support a broad portfolio of enterprise customers, navigate multiple opportunities simultaneously, and help customers modernize their data infrastructure by aligning technology to business priorities. Working alongside your Client Executives, channel partners, and NetApp specialists, you’ll play a critical role in identifying new workloads, expanding existing relationships, and delivering technical solutions that create measurable business value.
WHAT YOU'LL DO
- Partner closely with two Enterprise Client Executives to develop territory strategy, qualify opportunities, and execute successful customer engagements.
- Lead consultative discovery sessions that uncover business initiatives, technical challenges, and opportunities to modernize customer environments.
- Design and position solutions across the NetApp portfolio while aligning technical recommendations to customer business outcomes.
- Support a broad mix of enterprise customers, balancing strategic existing accounts with net-new opportunities across your territory.
- Build trusted relationships with enterprise architects, infrastructure leaders, technical decision-makers, and executive stakeholders.
- Proactively identify protect-and-expand opportunities while uncovering new workloads and whitespace within existing accounts.
- Deliver compelling demonstrations, workshops, proof-of-concepts, and technical presentations throughout the sales cycle.
- Collaborate closely with channel partners to develop joint account strategies, differentiate solutions, and accelerate customer success.
- Partner with NetApp specialists and technical resources when deeper solution expertise is required, ensuring customers receive the right expertise at every stage of the engagement.
- Manage multiple customer engagements simultaneously while maintaining strong technical, commercial, and pipeline discipline.
- Stay current on emerging technologies including AI, hybrid cloud, cyber resilience, and modern data infrastructure to deliver differentiated customer value.
REQUIRED QUALIFICATIONS
- 7+ years of experience in Solutions Engineering, Sales Engineering, Systems Engineering, Technical Pre-Sales, or Solution Consulting within an enterprise technology environment.
- Proven success supporting enterprise or Fortune 1000 customers through complex technology sales cycles.
- Experience supporting enterprise infrastructure environments, with a strong foundation in storage or storage-adjacent infrastructure technologies.
- Broad technical knowledge across enterprise infrastructure, including storage, virtualization, backup, disaster recovery, hybrid cloud, and modern data center architectures.
- Experience designing and positioning technical solutions that align customer requirements with business objectives.
- Strong communication and presentation skills with the ability to translate technical capabilities into clear business value.
- Experience managing multiple opportunities across various stages of the sales cycle while effectively balancing competing priorities.
- Demonstrated ability to build trusted relationships with both technical stakeholders and business decision-makers.
- Experience collaborating with channel partners and partner technical teams to develop and deliver customer solutions.
PREFERRED QUALIFICATIONS
- Experience leading structured discovery alongside Client Executives to uncover technical and business opportunities beyond stated customer requirements.
- Familiarity with enterprise sales methodologies such as MEDDICC, account planning, opportunity qualification, and pipeline management.
- Comfortable discussing ROI, TCO, and business value with both technical and business stakeholders.
- Commercial awareness with an understanding of enterprise buying cycles, consumption models, and solution value positioning.
- Naturally curious with a passion for learning emerging technologies and understanding how customers leverage technology to achieve business outcomes.
- Recognizes when to leverage NetApp specialists and technical experts to maximize customer success while maintaining ownership of the overall customer engagement.
Compensation:
The target salary range for this position is 197,200 - 255,200 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
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