Senior Presales Architect

* 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.
* First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred.
* 8+ years of technical experience in IT with a focus on technical consulting and solution selling
* Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred.
* Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
* ** Active TS/SCI Clearance Required
*** Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.
* Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs.
* Advanced ability to translate aaS and complete ecosystem, differentiated…