About the Role / About the Job
This role is critical in owning relationships and influencing strategic decisions within the customer’s buying center. You will work with and support account teams and customers to understand their needs and position the company’s area of specialization effectively. By applying deep architectural expertise and broad solution knowledge, enriched by competitor intelligence and industry insight, you will drive successful outcomes in customer engagements.
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You will maintain expert-level knowledge of all elements of the business case, including drivers of cost, benefit, and risk. This position involves providing architectural expertise across opportunities without direct ownership, maintaining architectural-specific forecasting, and aligning technical projections with broader portfolio planning.
Your responsibilities will include leading technical proof of concept and proof of value engagements, developing comprehensive proposals that highlight the company offerings, and collaborating closely with solution engineers and account teams.
Key Responsibilities:
- Develop and maintain an expert understanding of the market and technologies, advising customers on long-term, cross-architectural solutions.
- Influence significant deals at the company involving strategic partnerships and complex solutions, creating lasting impact.
- Steer customer mindset on specialty architecture and ensure cohesion with integration of related architectures.
- Synthesize complex competitive data to inform high-level account strategies and long-term business plans.
- Advise stakeholders on industry shifts, emerging competitor offerings, and evolving customer needs to ensure adaptive GTM strategies.
- Cultivate trusted C-suite relationships, positioning the company as a strategic partner for digital transformation through industry-leading architectural insights.
- Collaborate on high-level negotiations with key accounts, ensuring unmatched value in architectural solutions.
- Prioritize customer success and secure enduring, mutually beneficial relationships.
- Shape architecture strategy aligning with GTM market and revenue expansion objectives.
- Leverage industry insights to amplify account team effectiveness and drive strategic customer ambitions.
- Provide sustained feedback to Engineering to evolve product offerings and maintain competitive advantage.
- Drive architectural strategy collaboratively to develop technical proposals.
- Lead scenario planning to refine forecasts and oversee bill of materials development.
- Expand reach within and outside the buying center, establishing yourself as an industry advisor on the company’s architectures and value propositions.
Specialization and Focus:
- Aligned by specific company architecture or industry focus.
- Expert-level technical and product knowledge in a specific area of specialization.
- Deep understanding of relevant vertical or industry, predominantly interacting at the direct customer level.
Customer Engagement and Accountability:
- Primarily in direct contact with the customer, interacting with IT, LOB, CXOs, and decision-makers.
- Key influencer during the Qualify and Proposal phases, potentially participating across the full life-cycle.
Internal Sales Process:
- Spend 10-25% of time with internal business units (more time required for larger deals).
Corporate Interlock:
- Collaborate with business units to develop customer solutions, which may involve new product development or enhancing existing functionality.
Typical Sales Cycle:
- Medium sales complexity, with deal lengths averaging 3-6 months, potentially extending to 12-18 months for more complex accounts.
- Deal sizes range from $50K to $750K (over $1M for service providers).
Success Measures:
- Increase revenue for architecture, displacing competitors and increasing wallet share, alongside customer relationship development.
Minimum Qualifications:
- Bachelor’s degree with 12 years of related experience, or
- Master’s degree with 8 years of related experience, or
- PhD with 5 years of related experience.
Preferred Qualifications:
- Desired education, experience, and skills vary based on team and business needs, in addition to Minimum Qualifications.
Additional Information:
- This job description does not apply for employees in Austria, Belgium, France, Germany, and the Netherlands.
