Principle Solutions Architect (Pre Sales) - Vertica (Remote Eligible)
Company: Micro Focus
Location: Boston
Posted on: May 16, 2022
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Job Description:
Principle Solutions Architect (Pre Sales) - Vertica (Remote
Eligible)Job Description:Job Name: Principle Solutions Architect
(Pre Sales) - Vertica Job Number: 7023192Job Location: The ideal
candidate location is in the North Central or Eastern US
regions.Responsible for defining, developing & supporting the sales
process for technology and solutions with account teams. Engages in
account transactions based on technical expertise required in
specific deals/programs leveraging specialized knowledge base
across multiple accounts. Focuses on area of technical expertise,
e.g., specific products/areas within company's global business
units. Responsible for proof-of-concepts and technical consulting
work with customers in selling and supporting company products,
services and systems, or software. Provides technical support in
sales presentations, product demonstrations, and customer
training.Responsibilities: Gathers and assesses customer needs,
both business and technical.Identifies related needs (lead
generation, opportunity expansion).Identifies site-specific and
corporate parameters and constraints that impact the
solution.Identifies required project steps.Identifies likely
problem areas that require attention.Identifies information on
competitors and product roll- out data/training needs and
proactively positions the company strengths as a relative value
position in the account.Identifies customer's challenges,
limitations and goals with their current and future tech stack and
develop a solution and test plan that will clearly demonstrate how
our offerings will address their needs.Develop, own and perform
proof-of-concepts according to defined test plans and customer
challenges.Provide continuous education to current customers on new
features and solutions that will address their challenges/needs and
help modernize their current solutions and tech stack.Maintain
continuous engagement with customers to understand their company's
near-term and long-term directions, goals and company missions.
Solution Planning and Design :Architects an appropriate technical
solution to meet the customer's business requirements and account
team strategy.Investigates and optimizes a solution's fit to the
requirements of an opportunity, both current and future.Adapts
solution design to new requirements.Establishes the validity of a
solution and its components; creates proof of concept where
required.Identifies the growth path and scalability options of a
solution and includes these in design activities.Generates an
implementation plan with timelines for the solution.Create
appropriate test plan as required.Identifies potential challenges
for the proposed project plan.Optimizes a solution to maximize the
company's competitive advantages.Actively identifies opportunities
to assist peers globally in area of expertise (e.g., writing
white-papers). Client/customer relationship :Maintains excellent
communications with customer executive management and business
executives globally.Represents the company as a technical expert
with customers; shares knowledge in area of expertise and links to
related technology areas.Delivers customer workshops as appropriate
for further understanding of issues and buy-in to the company's
proposal.Advances opportunities through the use of effective
consultative selling techniques.Builds customer loyalty through
continuous innovation, becoming a trusted advisor.Partners
effectively with others in the account to ensure problem resolution
and customer satisfaction.Effectively communicates and articulates
the details of their component roles in a proposed customer
solution. Team collaboration :Actively supports the account team
with solution advice, proposals, presentations, and other customer
communications.Analyzes and provides support to deals in the
pipeline where needed.Transfers knowledge to presales peers via
mentoring and playing leadership roles in peer education
programs.Understands the roles and effectively directs other teams
and resources within the company and partners globally.Identifies
overlooked opportunities suggested by technical
expertise.Facilitates smooth transition from sales to
implementation by orienting the appropriate teams to the solution
design. Education and Experience Required: Bachelor's degree in a
technical field such as computer science, engineering, or related
discipline.12+ years of experience in technical consultative
selling, solutions architecture, developer relations, API and
software development in an external customer facing
capacity.Technical and solutions experience in appropriate
industry.Experience with cloud-based architecture and software
deployment.Experience in the design, coding and implementation of
IT systems.Experience in vertical industry preferred.Experience
with multiple development languages such as Java, JavaScript and
Python preferred. Knowledge and Skills: Technical/Solution acumen
:Demonstrates expert knowledge of the company's latest technology &
solutions.Expert in competitive solutions knowledge.Leverages the
company's solutions to support customer IT strategic directions,
creating extensive customer business value.Applies deep
understanding of technical innovations & trends to solving customer
business problems.Strong credibility with the company's business
units and account teams based on history of solid results and
contributions.Applies productivity- enhancing tools and processes
Off-shoring, Resource Management.Establishes thought leadership in
technical specialty area with customers.Demonstrated ability to
work as the lead for large complex projects at a Regional or global
level.Has a deep understanding of the company's product & service
capability for multiple BU's.Has demonstrated extensive hands-on
level skills with a broad range of the technology. Business acumen
:Demonstrates skilled use of financial and capital investment
concepts in justifying solutions that create business value for the
customer.Utilizes deep knowledge of customer value chain and
business requirements to create and propose solutions.Persuasively
communicates the value of the solution in terms of financial return
and impact on customer business goals.Understands business metrics
and drivers for multiple levels of customer management and
appropriately tailors communications to demonstrate value. Industry
acumen: Extensive level of industry acumen; keeps current with
trends and able to converse with client on issues and challenges at
multiple levels of customer management. Solution selling:
Demonstrates strong communications skills with customer management,
as well as C-level executives.Leverages deep understanding of the
competition - both positioning strategy and technology - to create
a competitive advantage for company.#LI-MC1Job:SalesMicro Focus is
proud to be an Equal Opportunity Employer. Prospective employees
will receive consideration without discrimination because of race,
colour, religion, creed, gender, national origin, age, disability,
marital or veteran status, sexual orientation, genetic information,
citizenship or any other legally protected status
Keywords: Micro Focus, Boston , Principle Solutions Architect (Pre Sales) - Vertica (Remote Eligible), Sales , Boston, Massachusetts
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