Solutions Architect
Il y a 5 mois
Our story goes beyond technology. We put people first - employees, customers, and partners. We build strong teams and cultivate relationships that last. We provide incomparable products, solutions, services, and technical excellence for our customers. We are a team of over 5,000 colleagues across 70+ countries who value inclusion, integrity, and innovation. Our size means everyone has an impact and every voice is valued. _We are big enough to compete and small enough to care._
Be you, join us.
As a Pre-Sales Solutions Architect (SA), you will work with existing customers, prospects and partners to architect solutions using Software AG capabilities. The Solutions Architect exhibits a high level of consulting maturity, hands-on technical know-how, operates independently in pre-sales activities and has the proven ability to solve customer problems and have conviction in presenting solutions.
The Solution Architect Will Learn And Represent The Highest Degree Of Solution Architecture And Technical Expertise Within The Software AG Products, Primarily Across Two Business Units
Integration & API (webMethods & webMethods.io)
Data Integration(StreamSets)
Objectives
- Prospect Qualification: The SA aids in qualifying prospects to assure they are well-aligned with Software AG’s solution capabilities.
- Presales Lifecycle Management: The SA provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.
- Account Management: The SA owns key accounts from a technical perspective, and in some ways from a Business perspective to identify ongoing opportunities and guide business users in the implementation of complex business solutions.
- Become a Trusted Advisor to existing customers, prospects and partners through interactive engagements within our regional labs, meetups, conferences, and meetings.
Essential Job Functions
Prospect and Customer Facing
- Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
- Respond to the functional and business requirements and capabilities sections of RFI/RFPs
- Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with Software AG’s go-to market capabilities.
- Listen, understand, and analyze the prospect’s business requirements and compose, validate, and present the best possible Software AG solution
- Define POC/POV or custom demonstration scenarios and map functions of Software AG capabilities to prospects’ needs
- Lead teams of Systems Engineers on implementation of POC/POV’s and custom demos. Ensure the demonstration fulfills the prospect’s requirements and highlight and differentiate Software AG’s capabilities.
- Define the prospect’s target architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect’s target architecture.
- Prospect, Customer, and Partner Technical Liaison
- Establish trusted relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.
- Participate on meetings and conferences with customers and partners to serve as a liaison between Software AG internal organizations such as Technical Support, Customer Success and Product Development.
Internal Facing
- Engage with Product Management to participate in the authoring of early stage materials (presentations, solution white papers, customer success stories, and marketing slicks) and related business solution demonstration scenarios that highlight Software AG’s capabilities.
- Advise internal senior management on the technical and business strategy within active deals.
- Maintain alignment with Marketing and Product Management of existing and future platform capabilities and help drive product innovation.
- Keep up to date with any new Software AG solutions across the business units. Understand functionality and interoperability of Software AG components.
- Collect and communicate competitive intelligence from the field
- Be a Go-To Person on competitive information for Products and Verticals
- Exchange best practices and share knowledge within SA and SE Community
- Guide Solution Architects and SEs in Technical and Business situations to become more effective in handling objections and customer challenges
ABOUT YOU
Customer-Oriented Skills
- Experience engaging with senior leaders (CxO & Director level) on various solutions and business problems. Able to listen and analyze a prospect’s requirements and present to a compelling business value message of a solution
- Demonstrated ability to present technology solutions to executive levels with a focus on solution selling
- Provide presales
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