Solutions Architect – Cloud Infrastructure
Location: Remote from the United Kingdom
Engagement: Independent Contractor, B2B
Compensation: OTE — 70/30 split
About Virtuozzo
Virtuozzo is a leader in operating system and cloud infrastructure software for service providers, SaaS companies, and enterprises. Our technology enables organisations to build, operate, and monetise cloud and AI services on their own infrastructure, under their own brand, and on their own terms. Across virtualisation, storage, Kubernetes, automation, and cloud management, we help customers improve performance, reliability, and infrastructure efficiency while reducing overall cost and complexity. Virtuozzo provides a flexible alternative to VMware, hyperscale, and legacy cloud platforms.
The Opportunity
We are looking for an experienced Solutions Architect to support our Territory Manager and lead the technical side of the sales process. You will act as the technical counterpart to the Territory Manager, working directly with prospects, customers, and partners from initial discovery through solution validation and commercial close.
This is a hands-on, customer-facing individual contributor role. You will combine strong infrastructure knowledge with commercial awareness, helping customers understand how Virtuozzo can address their technical requirements, operational challenges, and business objectives.
What You’ll Be Doing
- Act as a trusted technical advisor to prospects, customers, and partners throughout the sales cycle.
- Partner closely with the Territory Manager to develop account strategies, progress opportunities, and remove technical barriers to purchase.
- Lead technical discovery to understand each customer’s infrastructure, workloads, operating model, commercial priorities, and decision criteria.
- Design and present solution architectures based on Virtuozzo’s cloud infrastructure platform.
- Translate customer requirements into clear technical solutions and explain their operational and commercial value.
- Deliver product demonstrations, technical presentations, workshops, trials, and proof-of-concept engagements.
- Engage confidently with stakeholders at different levels, from infrastructure engineers and architects to CTOs and business leaders.
- Respond to RFIs, RFPs, and RFQs, clearly articulating Virtuozzo’s technical capabilities and competitive value.
- Address technical questions relating to architecture, deployment, integration, performance, security, scalability, and migration.
- Collaborate with Product Management, Engineering, Support, and Professional Services to validate solutions and communicate customer requirements.
- Provide structured customer and market feedback to help inform product positioning and roadmap discussions.
- Support a clear handover of successful opportunities to the teams responsible for implementation, onboarding, and ongoing customer support.
- Contribute to technical sales documentation, reference architectures, competitive materials, and internal enablement resources.
- Maintain current knowledge of Virtuozzo products, the competitive landscape, and relevant cloud infrastructure technologies.
What You Bring
- Strong experience in sales engineering, pre-sales consulting, solution architecture, or a comparable customer-facing technical role.
- Experience supporting complex B2B software or infrastructure sales cycles.
- Solid knowledge of virtualisation, cloud infrastructure, storage, networking, Linux, or related infrastructure technologies.
- A strong understanding of modern infrastructure architectures, deployment models, configuration, integration, and performance considerations.
- Experience leading technical discovery, solution design, demonstrations, workshops, trials, or proof-of-concept projects.
- The ability to translate business and operational requirements into credible technical solutions—and explain complex technology in clear commercial language.
- Strong consulting, presentation, and stakeholder-management skills.
- Confidence engaging both technical specialists and senior decision-makers.
- A customer-focused and commercially aware approach, with the ability to influence complex buying decisions.
- The ability to work independently while maintaining close alignment with the Territory Manager and wider sales team.
- Fluent English and professional fluency in either French or German would be a great advantage to support the regional efforts.
- Willingness to travel for customer meetings, partner engagements, industry events, and internal meetings when required.
Strong Advantages
- Experience working with cloud service providers, managed service providers, hosting companies, telecommunications providers, or infrastructure software vendors.
- Knowledge of private, hybrid, sovereign, or multi-tenant cloud environments.
- Familiarity with technologies or ecosystems such as KVM, VMware, OpenStack, Kubernetes, software-defined storage, and infrastructure automation.
- Experience working in a channel, partner-led, or service-provider go-to-market model.
- Experience with customer onboarding or technical project coordination.
- A degree in Computer Science, Engineering, Information Systems, or a related discipline.
How Success Will Be Measured
- The quality and effectiveness of technical discovery and proposed solution architectures.
- Progression of qualified opportunities through technical validation.
- Successful demonstrations, workshops, trials, and proof-of-concept engagements.
- The ability to identify and resolve technical blockers during the sales cycle.
- Contribution to territory performance, technical win rates, and customer confidence.
- Quality of collaboration with Sales, Product, Engineering, Support, and delivery teams.
- Contribution to reusable technical sales materials and customer insights.
What We Offer
- A fully remote B2B engagement based in the United Kingdom.
- Flexible working arrangements and a high level of autonomy.
- A visible role with meaningful influence over customer solutions, competitive positioning, and territory success.
- Direct collaboration with an experienced international Sales, Product, and Engineering organization.
- The opportunity to work on technically complex infrastructure solutions in a rapidly changing market.
- A supportive, engineering-driven culture with minimal bureaucracy.
- Eligibility to participate in the company’s share option program, subject to applicable plan terms and approvals.
- Additional perks and engagement support depending on location and contractual setup.