Enterprise Architect - SLED Iowa

Description

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

The company connects, protects, analyzes and acts on customers' data and applications, from edge to cloud.

The team is looking for a senior Enterprise Architect to focus on strategic accounts. You will own architecture and solution design, build customer value propositions, and drive engagement on opportunities in network virtualization, hybrid cloud, Edge and Edge AI, and managed services. You will work quickly with account teams, shape technical and business approaches to customer needs, 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 strong customer proposals, review them critically, and manage expectations of internal stakeholders and customers so that business and technical requirements are met.
• Measure the impact of business problems, present business value, and assess the strengths and weaknesses of the proposed solution against long-term goals.
• Give input to every global business unit on IT trends, requirements, gaps and unmet needs.
• Turn outcome-based goals into a functional design, then into a technical architecture that can scale with growth.
• 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, presentations, demos, booth work and events, and keep an eye on social media.
• Track IT industry trends and the customer's industry trends.
• Gather and use competitive intelligence as a core part of account support.
• Lead the Account Business Planning process using industry trends and knowledge of the customer's technical setup.
• Join deep-dive discussions 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 the solution requirements.
• Build, configure and right-size the best workload solution, balancing cost, scope, scale, boundaries and benefits to deliver strong value and raise the win rate.
• Use deep knowledge of partner products and services, adjusting strategy to make the relationship between provider, partner and customer work.
• Pass knowledge on to external partners so they can deliver effective solutions.
• Find opportunities in the account, such as enhancements, unmet or unrecognized needs, and up-sell and cross-sell options, to build the pipeline.
• Watch the account pipeline and move active deals from opportunity 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 work throughout the sales cycle in the required tools, and share best practices with peers and partners.
• Build strong professional relationships with customer executives across the business and industry.
• Share knowledge with peers and help develop more junior team members.

Requirements

• A first-level technical university degree or equivalent technical qualifications. An advanced degree in technology is preferred.
• 7+ years of IT experience in technical consulting and solution selling.
• Knowledge-based and at least 1 experience-based industry certification is very strongly preferred.
• Solution selling experience in cloud or AI is highly preferred.
• Experience with enterprise architecture frameworks and project management methodologies and certifications is helpful but not required.
• Ability to travel up to 35% of the time.
• You must live in the greater Iowa region and be able to travel regularly to customer sites in the region.
• Advanced experience leading solution configurations and building demos and proofs-of-concept (POC) that meet customer requirements.
• Advanced knowledge of the company's product, software and service portfolio, its solution domains and adjacent domains, and how these combine to meet customer needs.
• Advanced ability to map aaS and full ecosystem offerings, differentiated value, solutions and workloads, and to rank aaS offerings and consumption models by how well they deliver the customer's outcomes and 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 any local languages the job needs.
• 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 strategy to business outcomes. You should understand the roles of customer CxOs and line-of-business (LOB) executives, their typical KPIs, TCO/ROI concepts and calculations, financial models, and how customers earn revenue.
• Advanced consultative and value selling skills, including whiteboarding, objection handling, and closing, to help customers make business decisions.
• Advanced knowledge of company business processes, 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 in your job area.
• Ability to design a playbook for demonstrations or walkthroughs of products, solutions, tools or services.
• Ability to give live demonstrations or walkthroughs of products, solutions, tools or services 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 and when to use them for deals in your specialty area, along with an understanding of the company's go-to-market strategy.
• Advanced understanding of how the company's 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 standard CRM systems.

Conditions

Job level TCP05, in the Sales function.

Expected pay in Iowa is USD 166,500 to 390,500 per year, covering base and target sales compensation at 100% of plan, split 80% base and 20% target sales pay. Actual offers may differ based on location, experience, education, training or skill level.

The company will comply with all applicable laws on the use of arrest and conviction records in hiring.

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

Benefits

• Health and wellbeing benefits covering physical, financial and emotional wellbeing.
• Career development programs, including paths to become a knowledge expert in your field or move into another division.
• Flexibility to manage work and personal needs.
• US benefit details are available on the company's benefits enrollment page.