Enterprise Architect

Description

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

The company provides edge-to-cloud technology that helps organizations connect, protect, analyze, and act on their data and applications, from the edge to the cloud.

The team is hiring a senior Enterprise Architect to focus on strategic accounts. You will own architecture and solution design, build customer value propositions, and drive opportunities in network virtualization, hybrid cloud, Edge and Edge AI, and managed services.

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

Responsibilities

• Apply deep knowledge of one or more solution areas, the company's products and services, and the customer's technical and business setting.
• Write strong customer proposals, review them critically, and manage expectations of internal stakeholders and customers so their business and technical needs are met.
• Measure the impact of the business problem, present business value, and weigh the strengths and weaknesses of the proposed solution against long-term goals.
• Bring IT trends, requirements, gaps, and unmet needs into every global business unit.
• Turn outcome goals into a functional design that fits the customer, then turn that design into a scalable technical architecture.
• Explain how the solution's value addresses the customer's business needs.
• Follow leading-edge and emerging technologies.
• Support industry development in one or more domains through conferences, including presentations, content, demos, and booth support, as well as industry events, and monitor social media.
• Factor in technology trends across IT and in the customer's industry.
• Gather and use competitive intelligence to support the account.
• Lead the Account Business Planning process using industry trends and the customer's technical environment.
• Join deep-dive sessions with the account team and build relationships at all levels, presenting technical strategies for the customer's transformation.
• Produce detailed comparisons of alternative approaches against solution requirements.
• Develop, configure, and right-size the best workload solution, balancing cost, scope, scale, boundaries, and benefits to raise value and win rate.
• Use deep knowledge of partner products and services, adjusting strategy to make the partner and customer relationship work.
• Pass knowledge on to external partners so they can deliver effective solutions.
• Find pipeline opportunities in the account, such as enhancements, unmet or unrecognized needs, and up-selling and cross-selling.
• Monitor the pipeline and move active deals from opportunity to close.
• Use pipeline insights to direct time and resources toward the highest-potential deals.
• Take part in sales forecast meetings and give feedback that speeds up the sales lifecycle.
• Record ongoing activities and tasks throughout the sales cycle using the required tools, and share best practices with peers and partners.
• Build strong professional 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.
• 7+ years of technical experience in IT technical consulting and solution selling.
• Advanced experience leading solution configurations and building demos and proofs of concept (POC) that meet customer requirements.
• Advanced understanding of the company's product portfolio, software, services, solution domain specialization, and adjacent domains, and how to combine them for customer needs.
• Advanced ability to explain as-a-service (aaS) offerings across the full ecosystem, differentiated value, solutions, and workloads, and to prioritize aaS offerings and consumption models for the best customer outcomes and return.
• Advanced understanding of aaS business model variations.
• Advanced ability to work across functions to keep output consistent and support aaS strategic goals.
• Advanced written and verbal communication, including active listening and storytelling, and communication in English and relevant local languages as the job 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 acumen: sales cycle, pipeline growth, reporting, influence, and linking to business strategy. Understand the roles and KPIs of customer CxOs and line-of-business executives, TCO and ROI concepts and calculations, financial models, and how customers generate revenue.
• Advanced consultative and value selling skills, including whiteboarding, objection handling, and closing, to help customers make business decisions.
• Advanced knowledge of company business, technical tools, and standard customer relationship management (CRM) systems.
• Advanced resource management, including knowing when and how to bring in SMEs and specialists.
• Hands-on experience with one or more products, solutions, tools, or services related to the role.
• Ability to design a playbook for demos or walkthroughs of products, solutions, tools, or services.
• Ability to deliver live demos or walkthroughs to customers, partners, and other stakeholders.
• Advanced project and time management, plus strong analytical and problem-solving skills, including appropriate due diligence.
• Advanced knowledge of partner offerings and when to use them on deals in your area of specialization, along with understanding of the company's go-to-market strategy.
• Advanced understanding of how the go-to-market strategy applies by geography 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.
• Advanced degree in technology is preferred.
• Knowledge-based and experience-based IT industry certifications are very strongly preferred.
• Previous solution selling experience in Cloud or AI is highly preferred.
• Enterprise architecture frameworks, project management methodologies, and related certifications are helpful but not required.

Conditions

Remote role, primarily from home.

Location: Canada. Job type: Sales. Job level: TCP04.

Travel of up to 35% of the time is required.

Annual salary range in Canada: CAD 168,000 to 312,000. This covers combined base and target sales pay at 100% of the sales plan, split 80% base and 20% target sales pay. The actual offer may differ based on location, experience, education or training, and skill level.

The company is an equal opportunity employer and complies with laws on arrest and conviction records.

Benefits

• Comprehensive health and wellbeing benefits supporting physical, financial, and emotional wellbeing, with Canadian benefit details published in an official brochure.
• Career development programs to help you reach your goals, whether that means becoming a subject expert or moving into another division.
• Flexibility to manage work and personal needs.