Enterprise Architect

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

📋 Description

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

• Create customer value propositions and foster engagement in areas such as network virtualization, hybrid cloud, Edge/Edge AI, and managed services

• Collaborate with account teams to craft technical and business strategies that align with customer requirements

• Establish and cultivate customer relationships at all levels to facilitate account expansion

• Exhibit expertise in solution domains, company offerings, and the technical and business landscapes of customers

• Develop and evaluate customer proposals while managing the expectations of stakeholders and clients

• Assess business challenges, articulate business value, and evaluate the strengths and weaknesses of proposed solutions

• Provide insights to global business units on IT trends, needs, gaps, and unfulfilled requirements

• Transform outcome-based solutions into functional designs and scalable technical architectures

• Articulate solution value propositions that address the business needs of customers

• Stay abreast of emerging technologies and integrate technology and industry trends

• Contribute to industry advancement through conferences, presentations, demonstrations, booth support, industry events, and social media monitoring

• Collect and utilize competitive intelligence

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

• Present technical strategies that support customer transformation initiatives

• Create comparative analyses of various approaches

• Develop, configure, and optimize workload solutions to balance cost, scope, scale, and advantages

• Utilize partner products and services while transferring knowledge to external partners

• Build a sales pipeline through identifying opportunities, upselling, and cross-selling efforts

• Oversee pipelines and facilitate the nurturing of deals from opportunity to closure

• Prioritize sales activities and resources based on pipeline insights

• Participate in sales forecast meetings and provide valuable feedback

• Document sales-cycle activities using designated tools and share best practices

• Foster relationships with customer executives

• Share expertise with peers and mentor junior team members

⛳️ Requirements

• Bachelor's degree in a technical field or equivalent technical qualifications

• Preferred advanced degree in technology

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

• At least one relevant industry certification strongly preferred, including both knowledge-based and experience-based certifications

• Prior solution-selling experience in Cloud or AI is highly desirable

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

• Willingness to travel up to 35% of the time

• Significant experience in leading solution configurations and developing demos and proofs-of-concept

• In-depth understanding of company products, software, services, solution domains, and workloads

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

• Strong understanding of variations in the aaS business model

• Excellent cross-functional collaboration skills

• Advanced written and verbal communication skills, including proficiency in English and applicable local languages as necessary

• Strong discussion and persuasion abilities

• Deep business and financial knowledge, including sales cycles, pipeline growth, reporting, business strategy, TCO/ROI, and financial models

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

• Extensive knowledge of company operations, technical tools, and CRM systems

• Proficient resource management skills

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

• Capability to design demonstration and walkthrough playbooks

• Ability to deliver live demonstrations and walkthroughs effectively

• Advanced project and time management expertise or experience

• Strong analytical and problem-solving capabilities

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

• Expertise in strategic and account planning

• Proficient in utilizing business, technical, and CRM tools

🏝️ Benefits

• Comprehensive benefits package supporting physical, financial, and emotional well-being

• Opportunities for personal and professional development

• Flexible work arrangements to accommodate work and personal responsibilities

• An inclusive and accessible workplace

• Reasonable accommodations during the application or interview process

• Options for remote/telecommuting work arrangements

• Commitment to equal employment opportunity and an inclusive workplace