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Job Title:
Solutions Architect

Reports To:
Vice President, Solution Architects

Department:
Sales

Location:
TBD (Hybrid with Travel)

The Solutions Architect is a quota-carrying overlay role aligned to assigned Account Executives and Account Managers. This role supports complex sales opportunities involving cloud infrastructure, infrastructure-as-a-service, and high-density colocation.

Solutions Architects combine technical depth with commercial judgment. They operate as embedded members of the deal team, working directly with customers, sellers, and internal stakeholders to design solutions, progress deals, and define scopes of work that DartPoints can confidently deliver.

This role ensures that proposed solutions are architecturally accurate, operationally feasible, and aligned with company standards. By owning pre-sales solution design and scope definition, the Solutions Architect improves deal quality, mitigates delivery risk, and enables scalable revenue growth.

This is a quota-carrying, customer-facing technical sales role with architectural accountability.

Technical Sales and Deal Support

• Partner with assigned sellers to progress and close complex sales opportunities

• Act as a technical sales professional balancing architecture with commercial priorities

• Serve as a trusted advisor within the deal team

• Translate customer requirements into deliverable infrastructure and cloud solutions

• Provide constructive challenge to improve deal quality and positioning

• Participate in pricing discussions and deal desk reviews

• Achieve assigned quota targets

Solution Design and Risk Mitigation

• Design and present solution architectures, sizing models, and bills of materials

• Validate and refine partner or third-party solution designs

• Author scopes of work for cloud and infrastructure solutions

• Collaborate with internal teams to confirm feasibility and delivery readiness

• Ensure alignment with infrastructure standards and operational capabilities

• Support post-sale handoff with proper documentation and context

Data Center and Facility Enablement

• Maintain knowledge of data center facilities, power, and cooling systems

• Conduct customer data center tours

• Communicate facility capabilities to technical and executive audiences

• Translate power and cooling characteristics into solution guidance

• Cloud infrastructure and infrastructure-as-a-service solutions (including Nutanix)

• High-density colocation environments

• Data center cooling strategies (air cooling, rear-door heat exchangers, liquid cooling)

• Power and density considerations in data centers

• Electrical distribution basics (208V, 480V, single-phase vs three-phase)

• Virtualization and infrastructure beyond hyperconverged systems

• Critical facilities considerations impacting solution feasibility

• Hyperconverged and virtualization platforms (Nutanix AHV, VMware)

• Data protection and disaster recovery (Veeam, Zerto)

• Networking and security (Cisco, Fortinet or similar)

• Enterprise storage (NetApp, Pure Storage or similar)

Hands-on administration is not required. The focus is on design, positioning, and validation in a sales environment.

Required

• Experience in a quota-carrying technical or infrastructure sales role

• Experience supporting complex customer-facing sales engagements

• Ability to balance technical and commercial priorities

• Strong communication and stakeholder influence skills

• Working knowledge of networking concepts:

  • Layer 2 and Layer 3 fundamentals

  • VLANs and segmentation

  • IP addressing and routing

  • Network redundancy and high availability

  • Basic network security principles

• Experience working in an overlay sales model

• Willingness to travel up to 25%

Preferred

• Experience in solution architecture or sales engineering roles

• Experience with cloud, infrastructure, or data center services

• Familiarity with colocation environments

• Nutanix experience preferred

• Ability to obtain Nutanix certifications within 90 days

Bachelor’s degree in a technical discipline preferred

• Complete quarterly objectives as assigned

• Demonstrate commitment to company core values:

  • Customers First

  • Integrity

  • Initiative

  • Problem-Solving

This job description outlines the general nature and level of work performed and may change at any time. It is not intended to be a comprehensive list of all responsibilities or qualifications.