Enterprise Architect Hybrid Solutions

Description

The company is a global edge-to-cloud technology company. It helps other companies gather, secure, analyze and act on their data and applications, whether those sit at the edge or in the cloud.

This is a Hybrid sales-focused architect role based in Hungary, classed as a management-level individual contributor role in the Sales job family.

In the role, you design solutions that meet customer business outcomes, using the company's hardware, software, services and as-a-service offerings together with any third-party components needed, such as software and integration. You work on technical selling, supporting sales teams and customers and may be assigned to specific accounts based on business priority.

You are regarded as a subject matter expert and may lead and mentor others.

Responsibilities

• Build deep knowledge of one or more solution areas, the company's products, services and solutions, and each customer's technical and business setting.
• Write persuasive customer proposals, review them critically, and manage the expectations of internal stakeholders and customers so that business and technical requirements are met.
• Measure the size of each business problem, explain its business value, and weigh the strengths and weaknesses of the proposed solution against long-term goals.
• Feed insights on IT trends, requirements, gaps and unmet needs into all global business units.
• Turn outcome-based goals into a functional design, then into a scalable technical architecture that fits the customer's business.
• Explain how the solution's value addresses the customer's business needs.
• Keep track of emerging and leading-edge technologies, along with technology trends in IT and in the customer's industry.
• Support industry development in one or more domains through conferences, events and social media, including presentations, demos and booth support.
• Gather and use competitive intelligence to support accounts.
• Lead the account business planning process using knowledge of industry trends and the customer's technical environment.
• Join deep-dive discussions and work with the account team to build relationships with customer contacts at every level, presenting technical strategies for the customer's transformation.
• Compare alternative approaches in detail to meet solution requirements.
• Size and configure an optimal workload solution that balances cost, scope, scale and benefit to raise the win rate.
• Use detailed knowledge of partner products and services, adjusting strategy to make the most of the partner and customer relationship.
• Pass knowledge on to external partners so they can deliver effective solutions to customers.
• Find new opportunities in each account, such as enhancements, unmet or unrecognized needs, and upsell and cross-sell options.
• Track the account pipeline and move active deals through to close.
• Use pipeline insights to decide where time and resources go, focusing on the deals with the highest potential.
• Take part in sales forecast meetings and give feedback that speeds up the sales cycle.
• Record ongoing activities and tasks throughout the sales cycle, and share best practices with peers and partners.
• Build strong working relationships with key customer executives across the business and industry.
• Share knowledge with peers and help develop more junior team members.

Requirements

• A first-level university technical degree or equivalent technical qualifications.
• 8, 12 years of technical experience in IT, focused on technical consulting and solution selling.
• Hands-on experience leading solution configurations and building demos and proofs of concept to meet customer requirements.
• Advanced knowledge of the company's product, software and service portfolio, the solution domains you cover, and how they combine to meet customer needs.
• Advanced ability to translate as-a-service offerings and complete ecosystems into customer outcomes, and to prioritize the offerings and consumption models that deliver the greatest return.
• Advanced understanding of different as-a-service business models.
• Advanced ability to work across functions to keep output consistent and support as-a-service strategic goals.
• Advanced written and verbal communication, including active listening and storytelling, and the ability to communicate in English and any local languages the role requires.
• Advanced discussion and persuasion skills to support the company's point of view while respectfully questioning and challenging proposed solutions.
• Advanced business and financial judgment, covering the sales cycle, pipeline growth, reporting, influence and business strategy. You understand the roles and KPIs of CxOs and line-of-business executives, and you know TCO/ROI concepts, financial models and how customers earn revenue.
• Advanced consultative and value-selling skills, including whiteboarding, handling objections and closing, so you can help customers make business decisions.
• Advanced knowledge of company business practices, technical tools and standard customer relationship management (CRM) systems.
• Advanced resource management, including knowing when and how to bring in SMEs and specialists.
• Ability to design a playbook for product, solution, tool or service demonstrations and walkthroughs, and to deliver them live to customers, partners and other stakeholders.
• Advanced project and time management, with strong analytical and problem-solving skills and appropriate due diligence.
• Advanced knowledge of partner offerings in your specialization, and of when and how to use them on deals, along with an understanding of the company's go-to-market strategy.
• Advanced understanding of how the go-to-market strategy applies by region to partners, including broad knowledge of partner offerings.
• Advanced strategic and account planning skills, with expert use of business and technical tools and CRM systems.
• Hungarian speaking is a must-have requirement.
• Advanced technical degree preferred.
• Knowledge-based and at least one experience-based relevant industry certification very strongly preferred.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful but not required.

Conditions

Hybrid role: you work from an office on average 2 days per week.

Location: Hungary.

Job family: Sales. Job level: TCP04.

The company is an equal opportunity employer and makes decisions based on qualifications, merit and business need.

Benefits

• Health and wellbeing benefits covering physical, financial and emotional wellbeing.
• Personal and professional development programs, including paths to becoming a knowledge expert in your field or moving into another division.
• Flexibility to manage your work and personal needs, in a culture that values varied backgrounds.