• Act as the primary technical contact during the pre-sales phase for enterprise prospects and clients • Understand customer business needs and technical constraints to design Scaleway-based architectures • Support clients throughout the discovery and migration journey until the project transitions to support • Conduct in-depth technical discovery and propose custom solutions leveraging Scaleway products • Collaborate with Sales, Product, and Engineering teams to address customer challenges • Drive technical workshops and proof-of-concept sessions with clients • Maintain and share knowledge on Scaleway’s evolving cloud offering • Participate in improving internal pre-sales tools and processes • Represent Scaleway at industry events and webinars when needed • Contribute to the continuous improvement of the Pre-Sales practice and documentation

• Drive Growth: Expand existing client accounts and secure new business opportunities. • Collaborate with Experts : Work closely with RFMW’s skilled technical sales team, suppliers, and support teams to deliver exceptional customer experiences. • Global Partnerships : Partner with suppliers and sales channels to strengthen RFMW’s top technical solutions provider position. • Sales Excellence: Consistently exceed monthly sales targets while achieving optimal margins and customer satisfaction.

• Technical qualification of leads: Conducts the first contact and performs in-depth lead evaluation, verifying whether the potential client has a real need, capacity, and maturity to adopt Data & AI solutions; • Needs analysis and diagnosis: Investigates and understands the client's business challenges and objectives, identifying how data- and AI-based solutions can be applied to generate value, optimize processes, or solve specific problems; • Solution design: In collaboration with the sales team, architects, and engineers, the pre-sales specialist designs a preliminary technical solution to meet the client's requirements. This may involve defining data architecture, selecting AI models, and planning integrations; • Demonstrations and presentations: Prepares and conducts customized, persuasive demonstrations that show the practical application and benefits of Data & AI solutions for the client. It is essential to translate complex technical concepts into clear language focused on business outcomes; • Proof-of-concept (PoC) creation: In some cases, the pre-sales professional may lead or assist in creating proofs of concept to validate the technical feasibility of the solution and demonstrate its potential value before engagement; • Sales support: Supports the sales team with technical information, case studies, and commercial proposals, ensuring the solution's value and features are communicated accurately and strategically; • Market and trend research: Keeps up to date with market trends, innovations in Data & AI, and competitor solutions to ensure the company's offering remains competitive and relevant.

Role Description A Sr Sales Engineer is the technical relationship owner and presales authority for assigned partners. This role owns technical outcomes across the presales lifecycle, serving as the primary senior technical advisor and ensuring solution integrity, scope accuracy, and architectural alignment for Microsoft Azure and Modern Work solutions. The Sr Sales Engineer transitions from hands-on execution to technical leadership, decision-making, and accountability, enabling others while retaining ownership of outcomes. Experience - Partner Technical Relationship Ownership: Own senior partner technical relationships and act as the primary technical point of accountability. - Presales Technical Leadership: Lead complex technical presales efforts including discovery, validation, and risk management. - SOW Development & Ownership: Create, review, and approve Statements of Work with responsibility for scope clarity and technical feasibility. - Microsoft Solution Strategy: Design, validate, or guide Azure and Modern Work solutions across compute, security, networking, identity (Entra ID), and Microsoft 365. - Cross-Functional Leadership: Partner with Sales, Services, Delivery, and Architecture teams to ensure executable presales outcomes. - Technical Enablement & Mentorship: Provide coaching and technical guidance without owning execution tasks. Knowledge - Microsoft Azure platform services and architectural patterns sufficient to guide design and challenge assumptions. - Broad technical knowledge across cloud infrastructure, security, networking, identity, governance, and endpoint management. - Microsoft Modern Work technologies including Microsoft 365, Teams, Intune, Security & Compliance. - Presales lifecycle including discovery, solution shaping, qualification, and close support. - Service delivery awareness to understand presales impact on execution, margin, and quality. - Microsoft Cloud Adoption Framework and Azure Well-Architected Framework. Skills - Technical judgment and decision-making without full hands-on execution. - Ability to lead senior technical conversations and maintain trusted relationships. - Clear communication of complex technical concepts to technical and business audiences. - Risk identification and mitigation across technical and delivery dimensions. - Strong collaboration across Sales, Services, and Delivery leadership. Key Responsibilities - Own technical presales outcomes and ensure architectural integrity. - Serve as the primary technical relationship owner for assigned partners. - Lead Azure and Modern Work solution strategy and validate architectures before close. - Develop, review, and approve Statements of Work. - Identify and mitigate technical and delivery risk early in the sales cycle. - Mentor and enable Sales Engineers through review and guidance. - Represent partner technical standards and roadmap internally. Microsoft Certifications & Experience - One or more of the following certifications or willingness to achieve: - Microsoft Certified: Azure Solutions Architect Expert (preferred) - Microsoft Certified: Azure Administrator Associate - Microsoft Certified: Security Engineer Associate - Microsoft 365 Certified: Enterprise Administrator Expert - Equivalent experience: 6–8+ years designing or validating Azure and Modern Work architectures. What You Bring to the Role - Bachelor’s degree in Computer Science or equivalent experience. - 8+ years experience in engineering, architecture, or sales engineering roles. - Prior hands-on or design-level Microsoft Azure and Microsoft 365 experience. - Proven success acting as a senior technical advisor. - Strong business judgment and independent decision-making ability. Benefits - The typical base pay range for this role across the U.S. is USD $97,300.00 - $165,400.00 per year. - At Ingram Micro certain roles are eligible for additional rewards, including merit increases, annual bonus or sales incentives and long-term incentives. - U.S.-based employees have access to healthcare benefits, paid time off, parental leave, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others. Company Description Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Come join our team where you’ll make technology happen in surprising ways. Let’s shape tomorrow - it’ll be a fun journey!