Role Description As a member of the North America Sales POD, the Sr. Solution Architect will ensure success in delivering cutting-edge solutions by helping customers leverage cloud solutions for scalability, security, flexibility, and efficiency, and to accelerate adoption. This is a remote position and may require 10-20% travel to customer locations and/or events. Your day to day - Solution Architecture & Pre-Sales Support - Engage with customers, partners, and MSPs to understand their business needs and technical requirements, and then translating them into scalable cloud solutions. - Design, document, build, and present cloud architectures that align with industry best practices and customer objectives. - Serve as the technical lead in customer engagements, supporting sales teams with solution positioning, proof-of-concepts (PoCs), and product demonstrations. - Partner with engineering and product teams to develop innovative solutions that address customer pain points. - Educate and evangelize Zadara services to Partners, MSPs, and End Users with the Sales Team at events, shows, training, and/or webinars. - Customer Relationship Ownership - Act as the primary trusted advisor and technical point of contact for key customers, building long-term strategic relationships, providing ongoing technical advisory. - Be the voice of the customer to support and engineering teams, providing product improvement feedback and accelerating the adoption of new features in customer deployments. - Gather customer feedback to influence product enhancements and service improvements. - Conduct training, workshops, and generate account-specific content to educate customers on maximizing the benefits of the Zadara ecosystem. - Customer Cloud Monitoring & Support - Monitor and oversee assigned customer cloud environments to ensure optimal performance, security, and cost efficiency. - Provide recommendations on cloud optimizations, security best practices, and cost-saving strategies. - Work closely with internal teams to resolve cloud-related issues and maintain a proactive approach to customer cloud health. - Cross-Team Collaboration - Act as a conduit and liaison between customers, support service, engineering, product management, and company management teams. - Partner with Account teams, Business Development Managers, and Service teams to accelerate customer adoption and revenue goals. - Work with sales and marketing teams to develop compelling technical content, including whitepapers, blogs, and case studies. - Contribute to go-to-market strategies by identifying emerging customer needs and market trends and help with sales campaigns. - Assist in onboarding and mentoring members of the Solution Architecture team. - Capture and share best-practice knowledge amongst the Zadara solutions architecture and partner solutions architect communities. Qualifications - 5+ years of experience in cloud solution architecture, pre-sales engineering, or cloud consulting. - 5-10 years of related experience in the IT field, including roles in software development, system administration, or system engineering. - Demonstrated ability to think strategically about business, product, and technical challenges. - Proven experience in consultative technical sales or professional services with a proven track record of success. - Proven experience in customer-facing positions. - Demonstrate firm knowledge and experience of SAN / NAS technologies. - Ability to gain credibility and build relationships with all levels in an organization, from technical experts to senior executives. - Strong verbal and written communications skills are a must, as well as the ability to collaborate effectively across internal and external organizations and virtual teams. - Advanced level experience with Data Center networks and network topologies. - Advanced software architecture skills and experience building complex software systems designs. - Advanced hands-on, technical experience working with VMware and/or AWS technologies. - Understanding of Application workloads such as SQL, Oracle, SharePoint, Docker, Kubernetes services would be an advantage. - Understanding of Backup and Disaster Recovery solutions and architectures. Your education - Bachelor’s Degree in Computer Science, Engineering, or Mathematics; Master’s Degree preferred. - AWS Solutions Architecture Certification or VMware Certification would be an advantage. Benefits - Remote position. - Opportunity to work on cutting-edge cloud technologies and continuously learn. - Flexible work culture promoting work-life balance. - Engaging employee activities and programs to foster collaboration and growth. - Competitive salary aligned with industry standards. - Paid time off, including vacation and sick leave. - Comprehensive insurance coverage for self and family. - Medical, Dental, Vision insurance. - Health Savings Account (HSA). - Flexible Spending Accounts (FSAs). - Basic Life and AD&D. - Supplemental Voluntary Benefit options. - 401(k) employer-sponsored retirement plan with employer contribution. - $115,000 - $130,000 a year. Actual minimum and maximum may vary based on location. Individual pay is based on skills, experience, and other relevant factors.

• Act as a trusted advisor to clients, providing technical expertise and guidance throughout engagements • Conduct PoCs, workshops, presentations, and training sessions on GPU cloud technologies and best practices • Collaborate with clients to understand their business requirements and develop solution architectures • Design and document Infrastructure as Code solutions, technical documentation, and how-tos • Help customers optimize pipeline performance and scalability • Serve as a single point of expertise for customer scenarios across product, technical support, and marketing teams • Assist with marketing efforts during events such as hackathons, conferences, and webinars

• Architect and optimize distributed training and inference systems for large-scale AI models • Design and deliver customer-focused solutions that maximize performance and business value • Lead the transition of ML pipelines from POC to scalable production systems • Build long-term customer relationships, ensuring satisfaction and alignment with strategic goals • Create whitepapers, deliver technical presentations, and host webinars to share insights and best practices • Provide technical leadership and mentor teams on AI infrastructure and deployment strategies • Collaborate with engineering and product teams to prioritize customer feedback and influence product roadmaps

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The candidate is responsible for supporting sales growth by working closely with the US NEM and LAB team. Location preference is in the Eastern region of the United States, but will consider other locations based on strength of candidate. The market that you will be supporting will include: - Network Equipment Manufacturers - Photonics and Optical Component Manufacturers - Webscale Labs - University Research Centers The ideal candidate must have solid knowledge in: - Advanced Optics - Wafer/die Level Optical Probing - High-Speed transmission testing What You'll Do: - Provide pre-sales support to the NEM and LAB customer base, including online or onsite demonstrations, presentations, evaluation support, and technical reviews of our products. - Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications. - Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions. - Work closely with the Business Unit to ensure the most up to date product information is being delivered to the market. - Provide direct feedback to the Business Unit regarding competitive information and new feature requests received from the field. Qualifications - Minimum three years’ experience with communications test equipment or equivalent - Degree in Telecommunications, Optics, Engineering, or equivalent Requirements - Well versed in communications technologies, including high speed transceivers, photonics, active/passive optical components and PIC technologies. - Familiarity with testing and characterization of these technologies including IL/PDL measurements, polarization, BERT, scopes, protocol (Ethernet, OTN, etc.) - Ability to stay current with the latest emerging technologies. - Technical aptitude to understand customers’ use case and position EXFO’s solutions to meet their needs. - Self-Starter and able to communicate and interact with people at all levels. - Autonomous, well organized, and results-oriented, meets deadlines. - Possess leadership qualities and good interpersonal and communications skills. - Excellent presentation, communication, and relationship building skills. Benefits - Approximately 25%-50% travel required. Company Description EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.