Enterprise Architect - California

Description

This is a remote role for a senior Enterprise Architect on the sales team, so you will mostly work from home.

You will be a hands-on technical specialist working with strategic accounts, owning architecture and solution design and building customer value cases.

The company helps organizations connect, protect, analyze and act on their data and applications, with products and services that range from the edge through to the cloud.

Your work will span network virtualization, hybrid cloud, networking, compute, storage, AI and managed services.

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

The role is in sales at job level TCP04.

Responsibilities

• Build and critically review customer proposals, keep internal stakeholders and customers aligned on expectations, and confirm the proposal meets business and technical needs.
• Design a functional solution around the customer's outcomes, then turn it into a scalable technical architecture that can grow.
• Quantify the business problem, show how the solution's value answers the customer's business needs, and weigh the proposal's strengths and weaknesses against long-term goals.
• Lead the account business planning process, using industry trends and the customer's technical setup.
• Join deep-dive sessions with the account team and present technical strategies for the customer's transformation to people at every level.
• Compare alternative approaches in depth and right-size a workload solution that balances cost, scope, scale, boundaries and benefit to raise the win rate.
• Use partner products and services to shape strategy, and pass knowledge to external partners so they can deliver effective solutions.
• Find pipeline opportunities in the account, such as enhancements, unmet or unrecognized needs, upselling and cross-selling, and nurture active deals through to close.
• Use pipeline data to focus time and resources on the deals with the highest potential, and join sales forecast meetings to give feedback that speeds up the cycle.
• Record ongoing work in the sales tools and share best practice with peers and partners.
• Build strong relationships with customer executives across the business and industry.
• Feed input from all global business units on IT trends, requirements, gaps and unmet needs.
• Track emerging and leading-edge technologies and competitive intelligence, and apply them to account support.
• Support industry development in your domains through conferences, demos, booth work and events, and keep an eye on social media.
• Coach junior team members and share knowledge with peers.

Requirements

• A first-level university technical degree or equivalent technical qualifications.
• 7+ years of technical experience in IT, focused on technical consulting and solution selling.
• Advanced experience leading solution configurations and building demos and proofs of concept to meet customer requirements.
• Advanced knowledge of the company's products, software, services and solution domains, and how they combine to meet customer needs.
• Advanced ability to translate as-a-service offerings and full ecosystems into outcomes, and to prioritize the consumption models that give the customer the greatest return.
• Advanced understanding of as-a-service business model variations.
• Advanced ability to collaborate across functions to keep output consistent and meet as-a-service strategic goals.
• Advanced written and verbal communication, including active listening and storytelling, 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 acumen, covering the sales cycle, pipeline growth, reporting, influence, strategy linkage, the KPIs of CxOs and line-of-business executives, TCO/ROI and financial models, and how customers earn revenue.
• Advanced consultative and value selling skills, including whiteboarding, objection handling and closing.
• Advanced use of company business knowledge, technical tools and 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 area.
• Ability to design a playbook for demonstrations and walkthroughs, and to deliver live ones to customers, partners and other stakeholders.
• Advanced project and time management, with excellent analytical and problem-solving skills and appropriate due diligence.
• Advanced knowledge of partner offerings and how to use them in deals within your specialty, including how the company's go-to-market strategy applies by region.
• Advanced strategic and account planning skills, and expert use of business, technical and CRM tools.
• Advanced degree in technology: preferred.
• Industry certifications, both knowledge-based and at least one experience-based: very strongly preferred.
• Previous experience selling solutions in the cloud or AI space: highly preferred.
• Enterprise architecture frameworks and project management methodologies and certifications: helpful, but not required.

Conditions

Remote role, so you will primarily work from home.

Ability to travel up to 35% of the time.

Expected annual pay range in California is USD 172,000 to 355,000, reflecting combined base and target-level sales compensation at 100% of the sales plan, split 80% base and 20% target-level sales compensation.

Actual offers may vary based on location, experience, education, training or skill level.

The company is an equal opportunity employer that welcomes applicants with disabilities and considers qualified applicants with criminal records as applicable law requires.

Benefits

• Health and wellbeing benefits designed to support physical, financial and emotional wellbeing for employees and their loved ones.
• Career development programs to help you reach your goals, whether that means becoming a knowledge expert or moving into another division.
• Flexibility to manage work and personal needs.
• Details of US employee benefits are published on the company's new hire enrollment page.