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Senior Solution Architect

Reston
US

ABOUT THE JOB

This Senior Solutions Architect (SSA) role is within the IoT & Analytics Pre-Sales organization of Software AG. The focus of this technical sales role is to  fully understand a prospect’s business problem and construct a solution around that problem leveraging Software AG products. The Senior Solutions Architect exhibits a high level of sales and business maturity, operates independently in pre-sales activities and has the proven ability to quickly understand business problems and find the appropriate Software AG technology offerings and differentiators. In this role, you will collaborate with pre-sales technical teams, professional services and commercial sales teams to help drive sales of Cumulocity IoT and various analytics solutions from Software AG.

 

The Senior Solution Architect represents the highest degree of technical architecture and design expertise within the Software AG technologies in the IoT and Analytics space. This role requires proficient hands-on technical skills combined with strong communication and presentation abilities.  

Objectives:

  • Prospect Qualification: The SSA aids in qualifying prospects to assure they are well-aligned with Software AG’s go-to market product and solution capabilities.
  • Presales Lifecycle Management: The SSA provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.
  • Account Management: The SSA owns key accounts from a technical perspective, and in some ways from a Business perspective to identify ongoing opportunities and guide business users in the implementation of complex business solutions

 

Essential Job Functions 

Prospect and Customer Facing

  • Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
  • Respond to the functional and business requirements and capabilities sections of RFI/RFPs
  • Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with Software AG’s go-to market capabilities.
  • Listen, understand, and analyze the prospect’s business requirements and compose, validate, and present the best possible Software AG solution
  • Define POC/POV or custom demonstration scenarios and map functions of Software AG products to prospects’ needs
  • Lead teams of Systems Engineers on implementation of POC/POV’s and custom demos.Ensure the demonstration fulfills the prospect’s requirements and highlight and differentiate Software AG’s capabilities.
  • Define the prospect’s target architecture that fulfills their business objectives.Work with the RSM to structure the proposal that meets the prospect’s target architecture.
  • Prospect and Customer Technical Liaison
  • Establish trust relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.
  • Participate on meetings and conferences with customers and partners to serve as a liaison between Software AG internal organizations such as Technical Support and Product Research and Development.

 

Internal Facing

  • Engage with Strategic Business Solutions and Product Marketing to participate in the authoring of early stage marketing materials (presentations, solution white papers, customer success stories, and marketing slicks) and related business solution demonstration scenarios that highlight Software AG’s capabilities.
  • Advise internal senior management on the technical and business strategy within active deals.
  • Maintain alignment with Marketing and Product Management of exiting and Future webMethods Suite capabilities and ETS Application Modernization Products and help drive product innovation.
  • Keep up to date with any new Software AG solutions across the business lines. Understand functionality and interoperability of Software AG components.
  • Collect and communicate competitive intelligence from the field
  • Be a Go-To Person on competitive information for Products and Verticals
  • Exchange best practices and share knowledge within SA and SE Community
  • Guide Solution Architects and SEs in Technical and Business situations to become more effective in handling objections and customer challenges

 

ABOUT YOU 

Customer-Oriented Skills

  • Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospect’s requirements and present to a compelling business value message of a solution
  • Demonstrated ability to present technology solutions to executive levels with a focus on solutions selling
  • Provide presales support to the largest, most well-qualified deals
  • Ability to craft, review and augment Proof Of Concept documents, SOWs, and various project plans involving Software AG technologies.
  • Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources.
  • Able to work independently and multi-task while managing multiple customers at a time
  • Ability to guide and consult customers on various levels of the organization.

 

Business and Leadership Skills

  • Demonstrate a team attitude and leadership
  • Ability to act as a mentor due to outstanding character, judgment and knowledge
  • Excellent written and verbal communication skills
  • Proven ability to manage time and deliver on deadlines
  • Experience developing and presenting clear and concise product briefings
    • Proven ability to unearth business requirements & Drivers
    • Proven ability to map business drivers & initiatives to technology offering & differentiators
  • Able to lead teams of Systems Engineers on Proof Of Concepts, Solution/Architecture Planning and custom demos.
  • Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges

 

Technology and Consultative Skills

  • Proven background in IoT and Analytics (including “smart manufacturing” / industrie 4.0, “smart cities”, connected consumer products, etc.)
  • Strong experiences with implementation of Software AG technologies in customer projects or Proof of Concepts.
  • Provide planning, architecting and managing of solutions to highly complex problems and challenges
  • Expert in providing best practices to customers and helping with IT/OT Strategy and implementation planning – capacity, servers, deployment etc.
  • Lead customer and internal Technical and Business meetings to guide attendees to a common goal.
  • Proven track record in handling multiple customers/opportunities at the same time and driving the opportunities to a successful sales closure.

 

Education and Experience

  • BS Degree in Computer Science, Mathematics, Engineering
  • 8+ years practical architecture and design experience Integration technologies
  • 3+ years in Consulting management role including, business development, mentoring, technology solutions development, basic marketing and relationship management
  • Understanding of business infrastructure technology, network architectures and distributed computing
  • Working knowledge of machine to machine communication and industrial protocols (MQTT, MTConnect, Modbus, OPCUA, etc.)
  • Skilled in JavaScript and other Web-related development technologies (Angular, HTML/CSS, PHP, XML/XSL/DTD, HTML, etc.)
  • Strong working knowledge of Java or C/C++
  • Deep understanding of IoT//IIoT core principals and implementation models (m2m communication, LoRa, SigFox, BLE, etc.)
  • Experience with distributed architectures and containerization using Docker and Kubernetes

 

WHAT YOU CAN EXPECT

 

  • The employees are smart, friendly and welcoming
  • This position requires 50% - 60% of travel
  • Free underground parking – never get wet or shovel snow
  • Health Insurance starts your first day on the job
  • Three weeks paid vacation & three weeks paid sick leave
  • 10 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match
  • Business Casual office
  • Kitchen on every floor with cable TV – also, subsidized snacks & cold drinks

 

Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status.

 

Click on the link to view the full EEO statement http://www.softwareag.com/corporate/images/EEO_Statement_tcm16-130491.pdf

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


Nearest Major Market: Washington DC

Job Segment: Solution Architect, Architecture, Developer, Engineer, Consulting, Technology, Engineering

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