Enterprise Architect

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of architecture and solution design for key strategic accounts.

• Create customer value propositions and foster engagement across areas such as network virtualization, hybrid cloud, networking, compute, storage, AI, and managed services opportunities.

• Collaborate with account teams to shape both technical and business strategies that fulfill customer requirements.

• Cultivate and maintain relationships with customers at all levels to facilitate account expansion.

• Exhibit expertise in solution domains, company products, services, solutions, and customer environments.

• Formulate and critically assess customer proposals while effectively managing stakeholder and customer expectations.

• Evaluate the impact of business problems and articulate business value effectively.

• Assess strengths and weaknesses of proposed solutions in relation to long-term objectives.

• Provide insights to global business units regarding IT trends, requirements, gaps, and unmet needs.

• Convert outcome-based solutions into scalable functional and technical designs.

• Communicate solution value propositions to meet customer business needs.

• Monitor emerging technologies and industry trends.

• Contribute to industry growth through participation in conferences, presentations, demonstrations, booth support, and other industry events.

• Collect and utilize competitive intelligence.

• Drive account business planning initiatives.

• Engage in in-depth discussions and present strategies for technical transformation.

• Produce comparative analyses of different approaches.

• Configure and optimize workload solutions by balancing cost, scope, scale, boundaries, and benefits.

• Leverage partner products and services while transferring knowledge to external partners.

• Build a pipeline through enhancements, identifying unmet needs, and pursuing upselling and cross-selling opportunities.

• Monitor pipelines and nurture deals from opportunity to closure.

• Participate in sales forecasting meetings and assist in accelerating the sales lifecycle.

• Document sales-cycle activities and disseminate best practices.

• Develop professional relationships with customer executives.

• Share knowledge with colleagues and mentor junior team members.

⛳️ Requirements

• A first-level university technical degree or equivalent technical qualifications.

• An advanced degree in technology is preferred.

• More than 7 years of technical experience in IT with a focus on technical consulting and solution selling.

• Relevant industry certifications based on knowledge and experience are highly preferred.

• Previous experience in solution selling within Cloud or AI is strongly preferred.

• Familiarity with enterprise architecture frameworks and project management methodologies/certifications is beneficial but not mandatory.

• Willingness to travel up to 35% of the time.

• Extensive experience in leading solution configurations and creating demos and proofs of concept.

• Strong understanding of company products, software, services, solution domains, and workloads.

• Proficient ability to translate aaS ecosystems, value propositions, solutions, and workloads into customer outcomes.

• Deep understanding of variations in the aaS business model.

• Advanced skills in cross-functional collaboration.

• Excellent written and verbal communication abilities, including active listening and storytelling.

• Proficient in communicating in English and relevant local languages as necessary.

• Strong discussion and persuasion skills.

• Solid business and financial acumen, including knowledge of sales cycles, pipeline growth, reporting, business strategy, TCO/ROI, and financial models.

• Proficient consultative/value selling skills, including techniques for whiteboarding, handling objections, and closing deals.

• Advanced understanding of company business, technical tools, and CRM systems.

• Strong resource management capabilities.

• Practical experience with relevant products, solutions, tools, or services.

• Ability to design and develop demonstration or walkthrough playbooks.

• Capability to deliver live demonstrations or walkthroughs.

• Advanced knowledge or experience in project and time management.

• Exceptional analytical and problem-solving skills.

• Comprehensive knowledge of partner offerings and go-to-market strategies.

• Advanced strategic and account planning abilities.

• Expert proficiency in business, technical, and CRM tools.

🏝️ Benefits

• Comprehensive health and wellbeing benefits that support physical, financial, and emotional wellness.

• Opportunities for personal and professional development.

• Flexible work arrangements to accommodate both work and personal needs.

• Remote/teleworker options available.

• An inclusive workplace with accessibility accommodations.

• Employee benefits available in the US.