We are seeking a seasoned Enterprise Architect to join our team as a critical, highly technical resource focused on strategic accounts. This role will own architecture and solution design, develop compelling customer value propositions, and drive engagement across opportunities in network virtualization, hybrid cloud, Edge/Edge AI, and managed services.
Requirements
- Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer's technical and business environment.
- Develops compelling customer proposals and critically reviews them, manages the expectations of internal stakeholders and customers, ensuring the meeting of customer's business and technical requirements are met.
- Quantifies the impact of the business problem(s), positions business value, identifies the strengths and weaknesses of the overall proposed solution to achieve long-term business objectives.
- Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs.
- Translates outcome-based solutions into a functional solution design that aligns to the customers business needs, and then translates that functional design into a technical design and architecture that can be scaled to accommodate growth.
- Communicates how the solution value propositions addresses customer business needs.
- Tracks leading-edge and emerging technologies.
- Contributes to industry development for one or more domains through conferences (content support/presentations, demos, booth support) and industry events, while also monitoring social media.
- Incorporates an understanding of technology trends within the IT industry, as well as the customer’s industry.
- Actively gathers and applies competitive intelligence as a critical component of account support.
- Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
- Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels by advocating and presenting technical strategies for a customer's transformation.
- Produces in-depth comparative analysis of alternative approaches to meet solution requirements.
- Develops, configures, and right sizes an optimal workload solution, balancing cost, scope, scale, boundaries, and benefits to deliver superior value and increase the win rate.
- Leverages deep knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer.
- Successfully transfers knowledge to external partners to deliver effective solutions to customers.
- Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account.
- Monitors the account pipeline and nurtures active deals from the opportunity to close.
- Uses pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential.
- Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
- Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively.
- Builds strong professional relationships with customer key executives across the business and industry.
- Proactively shares knowledge with peers and helps develop more junior team members.
- Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or service.
- Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or service to customers, partners, and other stakeholders.
- Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
- Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the company's go-to-market strategy.
- Advanced understanding of Geo application of company’s go-to-market strategy as it relates to partners; has broad knowledge of partner offerings, along with how/when to leverage them for deals.
- Advanced strategic planning and account planning skills, as well as being an expert at using business and technical tools, and standard customer relationship management (CRM) systems.
- Ability to travel up to 35% of the time
- Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
Benefits
- Health & Wellbeing
- Personal & Professional Development
- Unconditional Inclusion
