Lightedge is hiring a Subject Matter Expert (SME) to join the Strategic Solutions Group (SSG), our dedicated overlay function supporting the company's largest and most complex opportunities. This SME will bring deep, cross-domain fluency in AI infrastructure, Broadcom VCF/private cloud, IBM Power, and security to every stage of the strategic sales cycle — from opportunity qualification through technical validation, proposal, and close. Beyond deal support, this person will represent Lightedge externally: engaging our strategic technology alliances (Broadcom, IBM, and others) and presenting at industry conferences and partner events as a credible, technical voice for the company.
Responsibilities:
- Support strategic opportunities ($30K+ MRR or strategic use cases) end-to-end — from discovery and qualification through solution design, proposal, technical validation, and close — in partnership with the assigned Account Executive and Solutions Architect.
- Serve as the technical and business authority across four domains: AI infrastructure (GPUaaS, AI Factory, data-sovereign compute), Broadcom VCF / private cloud, IBM Power managed cloud, and security & compliance.
- Translate complex, multi-domain technical requirements into a clear, defensible solution narrative that sales and customer stakeholders can act on.
- Partner with the SAE and SSG leader (Dan Kurtz) on deal strategy, MEDPICC qualification, and forecast integrity for every assigned strategic opportunity.
- Lead technical discovery sessions, whiteboard sessions, and executive-level solution presentations directly with prospective and existing customers.
- Own the required opportunity artifacts and rules of engagement defined for the SSG sales process, ensuring consistency across every strategic deal.
- Engage directly with strategic partner counterparts at Broadcom and IBM to align joint account strategy, co-sell motions, and technical enablement.
- Represent Lightedge at industry conferences, partner events, and customer forums as a subject matter expert and public-facing technical spokesperson.
- Contribute field intelligence and win/loss insight back into the SSG proof-of-concept tracking (win-rate impact on $30K+ deals) supporting the 2027 dedicated enterprise team business case.
- Provide enablement and coaching support to sellers and Solutions Architects to raise the organization's fluency across AI, Broadcom, IBM, and security.
Experience:
- 15+ years in a pre-sales, solutions engineering, or technical sales role supporting complex, multi-product enterprise deals.
- Demonstrated expertise in at least three of the four core domains, with working knowledge of the fourth: AI infrastructure/GPUaaS, Broadcom VCF/VMware private cloud, IBM Power (IBM i, AIX, or Power Linux), and security/compliance frameworks.
- Track record of engaging directly with strategic technology partners (e.g., Broadcom, IBM, hyperscalers) on joint go-to-market and co-sell motions.
- Comfort and credibility presenting to executive audiences, at partner events, and on public conference stages.
- Strong opportunity qualification discipline (MEDPICC, BANDT, or equivalent) and the ability to co-own forecast accuracy on strategic deals.
- Excellent written and verbal communication skills; able to move fluidly between deep technical detail and executive business narrative.
- Willingness to travel for customer engagements, partner events, and industry conferences.
- Relevant certifications a plus: Broadcom/VMware (VCF, VCP), IBM Power/IBM i or AIX credentials, and security certifications (e.g., CISSP, Security+).
Why this role matters:
This SME role sits inside the newly formed Strategic Solutions Group, launched to bring dedicated ownership, technical depth, and process discipline to Lightedge's largest opportunities. Your work directly supports the company's double-digit growth targets.
