101

Recognition

•Understands basic solution/product value prop, use cases, & outcomes

•Can identify potential opportunities and knows engagement path for Specialty teams

•Can deliver Marketing Message

201

Value

•Able to communicate the solution use cases and relate them directly to customer challenges and needs. 

•Understands the basics of underlying infrastructure components and how they impact sizing and configurations

•Can perform basic solution qualification and close “simple” opportunities.  

•Competitive positioning

•Familiar with interactive demos

•Can drive POCs 

•Can deliver the 6-month product roadmap

301

Technical & Value Delivery

•Differentiate and effectively communicate the business & technical uniqueness of our solutions against the competition 

•General to deep understanding of associated workloads (Cloud applications, Hypervisors, DBs, etc)

•Can design moderately complex solutions to meet specific customer needs and create presales solution architecture documentation.

•Competitive knowledge

•Can operate HOL/vLabs where applicable

•Can execute POCs

•Can deliver high-level 12-month product roadmap

401+

Deep Subject
Matter Expert

•Deep Technical Mastery of both solution and underlying components.  

•Deep knowledge on associated workloads including hybrid cloud architectures 

•Acts as a technical resource to the 201/301 level teams on complex deals.

•Consults on POC