Role Description

Qumulo is seeking a Technical Cloud Solutions Specialist to drive its Media & Entertainment cloud go-to-market strategy by directly engaging customers and partners. This role sits at the intersection of cloud architecture, enterprise storage, and modern media workflows. You will work closely with studios, broadcasters, and digital content platforms to design and position cloud-native storage solutions optimized for high-performance ingest, editing, rendering, and long-term content preservation.

You will engage directly on strategic opportunities, coordinate technical support across active cloud deals, and enable Qumulo’s sales organization and AWS field teams to more effectively develop, qualify, and close M&E cloud workloads. The role is accountable for translating complex media requirements into scalable cloud architectures and for driving execution against Qumulo’s cloud revenue objectives in the Media & Entertainment vertical.

Responsibilities

• Partner with vertical peers to assist in defining and driving Qumulo’s M&E strategy, ensuring alignment with customer needs and business goals.

• Develop and implement strategic plans to achieve revenue targets and company objectives for cloud-based products and services. Identify market trends, customer needs, and competitive positioning to refine sales strategies. Collaborate with cross-functional teams (product, marketing, finance) to align sales efforts with overall business goals.

• Drive sales and alignment across the M&E market segment through repeatable GTM plays focused on migrations into Cloud Native Qumulo, joint sales activities with AWS, Azure, and GCP teams, collaboration on GTM strategies, and training/workshops.

• Qualify and close new and existing cloud opportunities by conducting assessments, developing proposals and solutions, providing sales support and technical guidance, staying current on cloud trends (AWS, Azure, GCP), collaborating with engineering/product, and delivering training.

• Establish and maintain strong relationships with existing and potential clients, understanding their needs and tailoring solutions to address them effectively. Collaborate with account managers and customer success teams to ensure client satisfaction and retention.

• Assess market trends, competitive landscape, and technological advancements to maintain Qumulo’s leadership position.

• Collect customer insights and feedback to refine M&E business development offerings and strategic direction.

• Serve as a thought leader and evangelist for Qumulo’s M&E solutions, representing the company in industry events and customer engagements.

• Lead strategic customer engagements focused on M&E workloads in collaboration with field sales organizations, executives, and partners.

• Collaborate with cloud partners, resellers, and alliances to drive joint sales efforts and expand market reach.

• Performs other related duties as assigned

Supervisory (People Manager) Role

No

Minimum Role Requirements

• Requires a minimum of 15 years of M&E experience with a Bachelor’s degree, or equivalent experience in cloud selling, as well as experience migrating or transforming legacy customer solutions to the cloud

• Strong technical expertise in M&E architectures.

• Proven track record of successfully launching M&E solutions in enterprise environments.

• Exceptional analytical and problem-solving skills with a data-driven approach to decision-making.

• Excellent communication skills with the ability to influence executive leadership and engage with customers at a strategic level.

• History of successful technical consulting and/or architecture engagements with large-scale customers or enterprises

• Strong knowledge of cloud platforms such as AWS, Azure, or Google Cloud, and related services.

• In-depth understanding of cloud architecture, microservices, containers, and serverless computing.

• Solution Architecture certification or relevant cloud expertise preferred.

• Strong communication and interpersonal skills with a high level of comfort communicating effectively across internal and external organizations.

• Experience in developing go-to-market strategies, pricing models, and business growth initiatives for M&E-based products.

Competencies:

• Proven ability to develop and execute successful GTM strategies and sales plays in collaboration with cloud provider teams, demonstrated by strong pipeline growth and win rates

• Balances technical depth with business acumen to deliver high-impact solutions.

• Collect and deliver customer signals and field feedback to cloud leadership to establish strategic plans and objectives. Partner with leadership as a trusted advisor on areas of improvement around administrative or operational matters.

• Regularly interacts with executives and/or major customers. Interactions frequently involve specialized skills, such as negotiating with customers or management, or attempting to influence senior leaders on matters of significance to the organization.

• Extensive technical knowledge of cloud storage technologies, architectures, and migration strategies, with the ability to effectively communicate value propositions and solutions to customers and partners

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