Enterprise Architect - NY

Description

This is a remote role, so you will mainly work from home.

The company is an edge-to-cloud business that helps customers connect, protect, analyze and act on their data and applications, from edge to cloud.

You will join the sales team as an experienced enterprise architect on strategic accounts. The role is highly technical and owns architecture and solution design.

Solution areas include network virtualization, hybrid cloud, networking, compute, storage, AI and managed services.

You will work quickly alongside account teams, shape technical and business approaches, build relationships at every level and help grow the account.

Responsibilities

• Apply deep knowledge of one or more solution domains, the company's products and services, and the customer's technical and business context.
• Write persuasive customer proposals, review them critically, and keep internal stakeholders and customers aligned so business and technical requirements are met.
• Measure the impact of the business problem, present business value, and assess the strengths and weaknesses of the proposed solution against long-term goals.
• Feed IT trends, requirements, gaps and unmet needs from customers into every global business unit.
• Turn outcome 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.
• Follow leading-edge and emerging technologies and the technology trends in both the IT industry and the customer's industry.
• Support industry development in one or more domains through conferences (content, presentations, demos, booth support), industry events and social media monitoring.
• Gather and use competitive intelligence to support the account.
• Lead the Account Business Planning process using industry knowledge and insight into the customer's technical environment.
• Join deep-dive sessions and work with the account team to build relationships at all levels, presenting technical strategies for the customer's transformation.
• Produce detailed comparisons of alternative approaches to meet solution requirements.
• Design, configure and right-size the best workload solution, balancing cost, scope, scale, boundaries and benefits to raise value and win rate.
• Use knowledge of partner products and services to adjust strategy around the relationship between the partner, the service provider and the customer.
• Pass knowledge to external partners so they can deliver effective solutions.
• Build the pipeline by finding opportunities in the account, such as enhancements, unmet or unrecognized needs, upselling and cross-selling.
• Track the account pipeline and move active deals from opportunity to close, using pipeline insight to focus time and resources on the highest-potential deals.
• Take part in sales forecast meetings and give feedback to speed the sales cycle.
• Record ongoing activities and tasks across the sales cycle in the required tools, and share best practice with peers and partners.
• Form close working ties with senior customer executives.
• Share knowledge with peers and coach more junior team members.

Requirements

• A first-level university technical degree or equivalent technical qualifications.
• 7+ years of technical IT experience, focused on technical consulting and solution selling.
• Advanced experience leading solution configuration and building demos and proofs of concept (POC) that meet customer requirements.
• Advanced understanding of the company's product, software and services portfolio, its specialist and adjacent domains, and how they combine to address customer needs.
• Advanced ability to translate aaS offerings, complete ecosystems, differentiated value and workloads into customer outcomes, prioritizing the aaS offerings and consumption models that deliver the greatest return.
• Advanced understanding of aaS business model variations.
• Advanced ability to work across functions to keep output consistent and meet aaS strategic goals.
• Advanced written and verbal communication, including active listening and storytelling, and the ability to communicate in English and local languages as needed.
• Advanced discussion and persuasion skills to support the company's point of view while respectfully questioning and challenging proposed solutions.
• Advanced business and financial acumen: sales cycle, pipeline growth, reporting, influence, business strategy, customer role KPIs for CxOs and line-of-business (LOB) executives, TCO/ROI concepts and calculations, financial models, and how customers earn revenue.
• Advanced consultative and value selling skills, including whiteboarding, objection handling and closing.
• Advanced knowledge of company business, technical tools and customer relationship management (CRM) systems.
• Advanced resource management, including knowing when and how to engage SMEs and specialists.
• Hands-on experience with one or more products, solutions, tools or services relevant to the role.
• Ability to design a playbook for demonstrations or walkthroughs and deliver them live to customers, partners and other stakeholders.
• Advanced project and time management, analytical and problem-solving skills, including appropriate due diligence.
• Advanced knowledge of partner offerings, when to use them on deals in your specialization, and the company's go-to-market strategy.
• Advanced understanding of how the go-to-market strategy applies by region to partners, with broad knowledge of partner offerings and when to use them on deals.
• Advanced strategic and account planning skills, and expert use of business and technical tools and CRM systems.
• Preferred: an advanced degree in technology.
• Very strongly preferred: knowledge-based certifications plus one or more experience-based industry certifications relevant to the role.
• Highly preferred: previous solution selling experience in Cloud or AI.
• Helpful but not required: enterprise architecture frameworks, project management methodologies and related certifications.

Conditions

Remote teleworker role, primarily from home.

Travel up to 35% of the time.

Sales job function, job level TCP05.

Annual base and target sales pay range in New York, USA: USD 189,000 to 390,500.

The range covers base salary and target sales pay at 100% of the sales plan, split 80% base and 20% target sales pay.

The actual offer may vary based on geographic location, work experience, education and training, and skill level.

The company is an equal opportunity employer and makes decisions based on qualifications, merit and business need, without regard to race, gender or other protected categories.

Benefits

• Comprehensive health, financial and emotional wellbeing benefits for US team members, with details available online.
• Career development programs to help you reach your goals, including becoming a knowledge expert in your field or moving into another division.
• Flexibility to manage work and personal needs.