Federal Enterprise Architect – DOD

Description

This role is designated Remote/Teleworker, so you will mainly work from home.

The company helps organizations link, secure, analyze and act on their data and applications, from the edge to the cloud.

Job level: TCP05. Management level: you apply advanced subject matter knowledge to complex business problems and are seen as an expert. You bring independent judgment to reach goals and may lead and mentor others.

The role works with Federal entities. For candidates in California, it supports a Federal entity near San Diego.

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

Responsibilities

• Build deep knowledge of one or more solution areas, the company's products, services and solutions, and the customer's technical and business setting.
• Write strong customer proposals, review them critically, and make sure they meet the customer's business and technical needs while managing stakeholder expectations.
• Measure the business problem's impact, present the business value, and assess the strengths and weaknesses of the proposed solution against long-term goals.
• Give input to all global business units on IT trends, requirements, gaps and unmet needs.
• Turn outcome-based goals into a functional design, then into a scalable technical architecture.
• Explain how the solution's value addresses the customer's business needs.
• Track new and emerging technologies, plus technology and industry trends affecting the customer.
• Support industry development in your domains through conferences and events, including content, demos and booth support, and monitor social media.
• Gather and use competitive intelligence to support accounts.
• Lead the Account Business Planning process using industry and customer technical knowledge.
• Join deep-dive talks with the account team and build relationships at all levels, presenting technical strategies for the customer's transformation.
• Produce detailed comparisons of alternative approaches to meet solution requirements.
• Design and size an optimal workload solution that balances cost, scope, scale, boundaries and benefits to deliver value and improve win rates.
• Use partner products and services, adjusting strategy to link the partner and the customer.
• Pass knowledge to external partners so they can deliver effective solutions.
• Find pipeline opportunities in accounts, including enhancements, unmet needs, up-sells and cross-sells.
• Track the pipeline and move active deals from opportunity to close.
• Use pipeline insights to focus time and resources on the deals with the highest potential.
• Take part in sales forecast meetings and give feedback to speed up the sales cycle.
• Record ongoing activities and tasks through the sales cycle using the required tools, and share best practices with peers and partners.
• Build strong professional relationships with key customer executives.
• Share knowledge with peers and coach more junior team members.

Requirements

• Be a US citizen.
• Travel 50%+ is required.
• For California candidates, live within 2 hours' drive of San Diego.
• 6+ years working with or supporting the Federal Sector in DOD.
• 6+ years of hands-on IT experience in technical consulting and solution selling, including system and network administration, data center operations and enterprise infrastructure management.
• Apply that expertise to architect, configure and demonstrate solutions that meet DoD mission needs.
• A first-level university technical degree or equivalent technical qualifications. An advanced degree is preferred.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful but not required.
• Show that you can balance technical rigor with practical implementation.
• Be collaborative, detail oriented and driven to help the organization succeed.
• Lead solution configurations, demos and proofs-of-concept (POCs) to meet customer requirements.
• Understand the company's product, software and service portfolio, adjacent domains, and how to combine them for customer needs.
• Translate as-a-service (aaS) offerings, ecosystems, differentiated value and workloads, and prioritize aaS offerings and consumption models for the best customer outcome and return.
• Understand aaS business model variations.
• Work across functions to keep output consistent and meet aaS strategic goals.
• Communicate strongly in writing and verbally, including active listening and storytelling, and in English and any local languages the role needs.
• Use advanced discussion and persuasion to support the company's point of view while respectfully questioning and challenging proposals.
• Apply advanced business and financial skills: sales cycle, pipeline growth, reporting, influence, strategy, customer KPIs, TCO/ROI, financial models and customer revenue.
• Use advanced consultative and value selling skills, including whiteboarding, handling objections and closing.
• Use company business knowledge, technical tools and CRM systems at an advanced level.
• Manage resources well, including knowing when and how to bring in SMEs and specialists.
• Have hands-on experience with one or more products, solutions, tools or services for this role.
• Design and build a playbook for demos and walk-throughs.
• Deliver live demos and walk-throughs to customers, partners and other stakeholders.
• Apply advanced project and time management, with strong analysis, problem solving and due diligence.
• Know partner offerings well, including when and how to use them on deals in your specialty and within the company's go-to-market strategy.
• Understand how the company's go-to-market strategy applies to partners in your region.
• Plan strategy and accounts at an advanced level, and be an expert with business and technical tools and CRM systems.

Conditions

Hours, contract and location: remote, primarily from home, with travel of 50%+.

Salary range is USD 183,000 - 378,000 in California and USD 161,000 - 378,000 in Hawaii and Washington.

The range is combined base and target sales pay at 100% of the sales plan, split 80% base and 20% target sales compensation.

Actual offers may differ based on location, experience, education, training and skill level.

Benefits

• Health and wellbeing coverage for team members and their families, covering physical, financial and emotional needs.
• Career development programs to help you reach your goals, including becoming a knowledge expert or moving to another division.
• A culture that values varied backgrounds and offers flexibility to manage work and personal needs.