Enterprise Architect

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

📋 Description

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

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

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

• Cultivate and maintain relationships at all levels within customer organizations.

• Develop and critically assess customer proposals.

• Manage both internal and customer expectations while fulfilling business and technical needs.

• Quantify the impact of business problems and articulate the business value.

• Convert outcome-driven solutions into functional, technical, and scalable architectures.

• Monitor emerging technologies and integrate industry trends into solutions.

• Contribute to industry development through conferences, demonstrations, presentations, and events.

• Gather competitive intelligence and apply it effectively.

• Lead account business planning and engage in in-depth discussions.

• Produce comparative analyses of various approaches.

• Configure and appropriately size workload solutions, balancing cost, scope, scale, boundaries, and benefits.

• Utilize partner products and services while sharing knowledge with external partners.

• Build pipeline through upselling, cross-selling, enhancements, and addressing unmet needs.

• Oversee account pipelines and guide deals from opportunity to closure.

• Engage in sales forecasts and expedite the sales lifecycle.

• Document sales-cycle activities and share best practices.

• Establish strong executive relationships with customers.

• Share expertise 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.

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

• Knowledge-based and at least 1 experience-based relevant industry certifications 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 helpful 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.

• In-depth understanding of company products, software, services, solution domains, and how they integrate to meet customer needs.

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

• Comprehensive understanding of aaS business model variations.

• Strong cross-functional collaboration skills.

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

• Proficiency in English and applicable local languages as required.

• Strong discussion and persuasion skills.

• Advanced business and financial acumen, covering sales cycles, pipeline growth, reporting, business strategy, TCO/ROI concepts, and financial models.

• Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing techniques.

• Extensive knowledge of company business, technical tools, and CRM systems.

• Proficient resource management skills.

• Hands-on experience with relevant products, solutions, tools, or services related to the role.

• Ability to design and create demonstration or walkthrough playbooks.

• Capability to deliver live demonstrations or walkthroughs effectively.

• Advanced project and time management skills or experience.

• Exceptional analytical and problem-solving abilities.

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

• Strong strategic and account planning skills.

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

🏝️ Benefits

• A comprehensive benefits package that supports physical, financial, and emotional wellbeing.

• Opportunities for personal and professional development.

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

• Options for remote or telework arrangements.

• An inclusive workplace environment.

• Reasonable accommodations available during the application or interview process.