Enterprise Architect - SLED - New York State

Description

This role is a remote teleworker position, so you will mainly work from home, serving state, local and education (SLED) customers in the New York State region.

The company helps organizations connect, protect, analyze and act on their data and applications across edge and cloud environments, so they can turn insights into results quickly.

You will design solutions that meet customer business goals, either within one technical domain or across the wider portfolio of hardware, software, services and as-a-service offerings, combined with any third-party components needed.

You can be aligned to one area of technical expertise, such as products, solutions or services, and may be assigned to specific accounts based on business priority.

You will support sales teams and customers with technical expertise through presentations and product or solution demonstrations, aiming to win customer mindshare in your domain.

Architects make a visible technical impact on a product or major subcomponent, improving time to market, cutting costs, or meeting current and future customer needs. You will be a recognized internal authority in a key technology area, lead technical work on major projects, and take part in cross-functional initiatives and knowledge sharing.

Responsibilities

• Build outstanding mastery of the company's solution domains and of each customer's technical and business setting.
• Lead the design of complex proposals that show clear business value to customers.
• Review proposals critically, turning the functional view into a technical view and using market intelligence and thought leadership to strengthen workload-optimized solutions.
• Translate customer business needs into outcome-based functional designs, and lead the team in building and presenting high-level, original solutions.
• Explain the company's end-to-end solution value in the customer's own language, linking it to their outcomes and needs.
• Manage customer and internal stakeholder expectations to reduce risk to the company.
• Feed customer IT trends, requirements, gaps and unmet needs into all global business units.
• Keep current on adjacent technologies, emerging trends and the competitive field, including new competitors and start-ups.
• Represent the company in your domain through conferences, content, demos, booth support, social media and business events.
• Lead deep-dive sessions with clients and account teams to build relationships, understand business needs, assess the customer's ecosystem, and recommend technical strategies for their transformation.
• Direct internal account teams, coordinate the full partner portfolio, and identify acceptable trade-offs and risks, along with remediation options.
• Pass knowledge to external partners so they can deliver an effective solution to the customer.
• Drive account business planning using industry trends and the customer's technical context.
• Find pipeline opportunities in the account, including enhancements, unmet or unrecognized needs, and upsell and cross-sell options. Monitor active deals and move them through to close.
• Use pipeline insights to set priorities, so time and resources go to the deals with the highest potential. Take part in sales forecast meetings and give feedback that speeds the sales cycle.
• Record ongoing activities and tasks through the sales cycle in the required tools, and share best practices with peers and partners.
• Build consultative, advisory relationships with VPs, CxOs, line-of-business leaders and customer thought leaders.
• Anticipate customer needs, bring in partners and resources to design new solutions, and create demand.
• Share knowledge with peers and help grow expertise across the Presales community.

Requirements

• 10+ years of technical IT experience, with a focus on technical consulting and solution selling.
• At least 2 relevant industry technology certifications, or equivalent experience.
• Preferred: an advanced degree in technology or a related field, or equivalent technical qualifications.
• Helpful but not required: enterprise architecture frameworks, and project management methodologies and certifications.
• Outstanding mastery of designing solution configurations and overall architecture, and of building, managing and presenting demos and proofs of concept.
• Hands-on experience with several products, solutions, tools or services in your job area. Able to design a playbook for demos and walk-throughs and deliver them live to customers, partners and other stakeholders.
• Deep knowledge of the company's full portfolio of products, software, services and specialist domains, including how they combine to meet needs and adapt to strategic industry solutions.
• Expert knowledge of the as-a-service model, including its business value, ecosystem, and how it supports aaS goals in one or more domains. Able to work across the company to grow subscription consumption and other aaS revenue.
• Executive-level written, verbal and nonverbal communication, including active listening and storytelling, in English and any local languages the role requires.
• Strong discussion and persuasion skills to support the company's point of view, while questioning and challenging proposed solutions respectfully.
• Financial and business acumen: sales cycle, funnel management, reporting, influence, linking to strategy and CxO KPIs, TCO and ROI concepts, financial models, and how customers generate revenue.
• Consultative and value selling skills, advisory influence and executive presence, including presenting, whiteboarding, storytelling, handling objections and closing.
• Expert use of company business knowledge, technical tools and CRM systems.
• Strong resource management, including knowing when and how to bring in SMEs and specialists.
• Project and time management, analytical and problem-solving skills, with appropriate due diligence.
• Expert knowledge of partner offerings and when to use them for deals in your area of specialization, including the company's preferred go-to-market strategy, global context and partner coverage options.
• Strategic and account planning skills, with expert use of business, technical and CRM tools.

Conditions

Remote teleworker role, mainly working from home.

Candidates must live in the New York State market and be able to travel to customer sites as needed.

Sales job, job level TCP05.

Expected annual base and target sales pay: USD 189,000 to 390,500 in New York, and USD 166,500 to 390,500 in Connecticut and New Jersey. This combined range assumes 100% of the sales plan is met, split 80% base salary and 20% target sales compensation. Actual offers may vary by location, experience, education, training or skill level.

Accommodations are available at any stage of the application or interview process.

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 needs for team members and their families.
• Personal and professional development programs to help you reach career goals, such as becoming a subject expert or moving into another division.
• Flexibility to manage work and personal needs.
• Detailed US benefits information is available through the company's new-hire enrollment pages.