Presales Architect

About the Role
This position is designed as "Onsite" with an expectation that you will primarily work from an office.
The company is the global edge-to-cloud company advancing the way people live and work. Our mission is to help companies connect, protect, analyze, and act on their data and applications wherever they reside, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world.

Job Description
Job Family Definition:
As a Presales Architect, you will be responsible for architecting solutions that achieve customer business outcomes within a specific technical domain or across the broader company portfolio (hardware, software, services, and as-a-service offerings) in combination with necessary third-party components. Your role includes developing and articulating compelling, accurate, and relevant proposals while ensuring that customers' business and technical requirements are met. You will provide technical expertise to sales teams and customers to gain customer mindshare in your domain and may be aligned to specific accounts based on business priority.

Responsibilities:

• Apply advanced knowledge of the company's portfolio to articulate proposals and ensure customers' business and technical needs are met.
• Identify key risks to ensure customer requirements are satisfied, detailing critical value points for the account team.
• Provide input regarding key end-customer IT trends, requirements, gaps, or unmet needs.
• Translate functional designs into technical designs and architectures that can accommodate growth.
• Communicate how solution value propositions address customer business needs.
• Track industry trends and emerging technologies, leveraging this knowledge with the customer’s technical environment.
• Show customers how to migrate and/or integrate technologies in new or existing environments.
• Contribute to industry developments through presentations, demos, and support at conferences and events.
• Design and deliver solutions aligned to customers' business requirements, leveraging knowledge of industry and customers’ technical environments.
• Participate in deep-dive discussions, articulating the value proposition, defining key differentiators, and drafting high-level solution designs.
• Deliver optimal results by balancing costs, scope, scale, and benefits to provide superior value.
• Engage in the account's business planning processes.
• Collaborate proactively with account team leadership (the company and Partners) to develop key value propositions and identify overlooked opportunities.
• Map the right partner to an opportunity and transfer knowledge to external partners, ensuring effective results for the customer.
• Build a pipeline by identifying opportunities (enhancements, unmet needs, upselling, and cross-selling) within the account.
• Monitor the account pipeline and nurture active deals from opportunity to close.
• Participate in sales forecast meetings and provide feedback to expedite the sales lifecycle.
• Document ongoing work throughout the sales cycle, sharing best practices with peers and partners for improved collaboration.
• Develop and nurture professional relationships with customer technical teams and key executives, understanding their ecosystem and business needs.
• Proactively share knowledge with peers and assist in the development of junior team members.

Education and Experience:

• First-level university technical degree or equivalent technical qualifications; advanced degree in technology preferred.
• 4–8 years of technical experience in IT with a focus on technical consulting and solution selling.
• Knowledge-based and experience-based relevant industry certifications are strongly preferred.

Knowledge and Skills:

• Strong experience in solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer demands.
• Deep understanding of the company’s solution offerings and portfolio, as well as their applications within strategic customers or industries.
• Comprehensive knowledge of the as-a-service (aaS) business model and related strategies within your domain.
• Exceptional written and verbal communication skills, including active listening and storytelling, with the ability to communicate effectively in English and local languages.
• Strong discussion and persuasion skills to support the company's viewpoint while respectfully challenging proposed solutions.
• Solid business and financial acumen with an understanding of sales cycles, pipeline growth, reporting, and customer business roles.
• Knowledgeable about typical KPIs important to CxOs and business executives along with concepts of TCO/ROI.
• Well-developed consultative and value selling skills, including whiteboarding, objection handling, and closing techniques.
• Familiarity with company business knowledge, technical tools, and CRM systems.
• Resource management skills for engaging SMEs/specialists effectively.
• Hands-on experience with one or more products, solutions, tools, or services relevant to job responsibilities.
• Capability to design and develop a playbook for product and solution demonstrations.

Accessibility
The company is committed to fostering an inclusive and accessible workplace, encouraging applications from all qualified individuals, including those with disabilities. If you require accommodation during any stage of the application or interview process, please submit your request through our secure form.

What We Can Offer You:

• Health & Wellbeing: A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Personal & Professional Development: Investments in your career to help you reach your goals, whether you aim to become a knowledge expert or apply your skills to another division.
• Unconditional Inclusion: A culture that celebrates individual uniqueness, allowing for flexibility in managing work and personal needs.