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Pre-Sales Senior IoT Solutions Architect

Reston
US

ABOUT THE JOB

As a Pre-Sales Senior IoT Solutions Architect (SSA), you will work with existing customers, prospects and partners to architect solutions using the Cumulocity IoT platform and Software AG capabilities. The Senior IoT Solutions Architect exhibits a high level of consulting maturity, hands-on technical know-how, operates independently in pre-sales activities and has the proven ability to solve customer problems and have conviction in presenting solutions.

The Senior IoT Solution Architect will learn and represent the highest degree of solution architecture and technical expertise within the Software AG products, primarily across two business units:

  • IoT & Analytics (Cumulocity IoT)
  • Integration & API (webMethods & webMethods.io)

 

Objectives:

  • Prospect Qualification: The SSA aids in qualifying prospects to assure they are well-aligned with Software AG’s IoT, Analytics and Integration 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.
  • Become a Trusted Advisor to existing customers, prospects and partners through interactive engagements within our regional labs, meetups, conferences, and meetings.

 

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 capabilities 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 Account Executive to structure the proposal that meets the prospect’s target architecture.
  • Prospect, Customer, and Partner Technical Liaison
  • Establish trusted 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, Customer Success and Product Development.

 Internal Facing

  • Engage with Product Management to participate in the authoring of early stage 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 existing and future platform capabilities and help drive product innovation.
  • Keep up to date with any new Software AG solutions across the business units. 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 

Skills

Customer-Oriented Skills

  • Experience engaging with senior leaders (CxO & Director 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 solution 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

  • Strong hands on experience with implementation of IoT technologies in customer projects or in a Pre-Sales role doing demos and Proof of Concepts
  • Provide planning, architecting and managing of IoT solutions to highly complex problems and challenges
  • Expert in providing best practices to customers and helping with their IoT strategy and implementation planning – capacity, servers, deployment etc.
  • Strong understanding and speaking knowledge about IoT platforms and competitive platforms in the market
  • Lead customer and internal Technical and Business meetings to guide attendees to a common goal.

 

Education and Experience

  • BS Degree in Computer Science, CIS, Informatics, Mathematics, Engineering
  • 5+ years practical architecture and design with IoT technologies
  • 3+ years in Consulting management role including, business development, mentoring, technology solutions development and relationship management
  • Excellent verbal communication, written communication, and presentation skills
  • Understanding of manufacturing plant application landscapes, business application landscapes, cloud architectures and distributed computing

 

Desired experience and/or proficiencies in some of the following areas

  • Competency in at least one of the following languages (e.g. Java, C/C++, Python, Node.js)
  • Knowledge of IoT cloud and edge reference architectures
  • Knowledge of the IoT Ecosystem (devices, sensors, connectivity, cloud platforms, vertical solutions, etc.)
  • Knowledge of IoT application protocols (MQTT, HTTP, CoAP), and industrial fieldbus protocols (Modbus, OPCUA, etc.)
  • Knowledge on wireless LAN and LPWAN technologies (NB-IoT, LoRaWAN, etc).
  • IoT solution experience in specific verticals (Manufacturing, Utilities, Smart Cities, etc.)
  • Experience with streaming analytics and/or machine learning
  • Experience with Business Infrastructure concepts and technologies (API, SOA, Microservices, ESB, SOAP/REST, Docker, Kubernetes, VMWare, Azure, GCP, AWS)
  • Proven track record in handling multiple customers/opportunities at the same time and driving the opportunities to a successful sales closure.

 

WHAT YOU CAN EXPECT

  • Software AG has a fun culture and business casual dress environment
  • Health, Vision & Dental Insurance starts your first day
  • 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
  • Quarterly company/employee events
  • Training Programs & Tuition Reimbursement
  • Employee Referral Bonus Program
  • Free Parking
  • Free snacks & beverages

Culture
We have an open-minded culture and many exciting projects where you have the freedom to “be your best you”. You’ll have opportunities for international collaboration on top of a comprehensive training and development program that encourages professional growth. We are in an innovative market and offer future-proof products. Most importantly, an overall a pleasant team-oriented working atmosphere.


This is a fast-paced environment - we are looking for smart, high energy candidates who are driven to make a big impact and who want to work alongside a growing team. We collaborate often so you must be team player! The perfect candidate will thrive on the prospect of taking on new challenges and helping Software AG increase its leadership in the digital transformation marketplace!

 
What to Expect

  • The employees are smart, friendly and welcoming
  • Health Insurance starts your first day on the job
  • 6 weeks of PTO – 3 weeks of vacation and 3 weeks of sick leave
  • 14 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match
  • Parental Leave
  • Corporate discount purchase programs
  • Group legal plans
  • Pet Insurance
  • And MANY more

 

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

 

 

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Nearest Major Market: Washington DC

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