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Solutions Architect

Santa Clara
US

ABOUT THE JOB

The Solutions Architect (SA) role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging Software AG products. The 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.

The Solution Architect represents the highest degree of technical architecture and design expertise within the Software AG technologies, process and integration solutions space.

 

Objectives:

  • Prospect Qualification: The SA 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 SA 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 SA supports 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 analyse 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 fulfils the prospect’s requirements and highlight and differentiate Software AG’s capabilities.
  • Define the prospect’s target architecture that fulfils their business objectives. Work with the Account Executive 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.
  • Independently run and own opportunities from technical point of view.
  • Be an Evangelist for Software AG Solutions.

 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 existing and future platform capabilities 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 

Skills

Customer-Oriented Skills

  • Customer focus. Able to listen and analyse a prospect’s requirements and present to a compelling business value message of a solution
  • Demonstrated ability to present technology solutions to developer 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.

 Technology and Consultative Skills

  • Strong understanding of Software AG’s Products including internal Architecture, with an ability to leverage these in the sales cycle.

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  • Provide planning, architecting and managing of solutions to highly complex problems and challenges.
  • Expert in providing best practices to customers and helping with IT Strategy and implementation planning – capacity, servers, deployment etc.
  • Strong understanding and speaking knowledge about Software AG's platform or related 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, Mathematics, Engineering.
  • 2+ years practical architecture and design experience.
  • Understanding of business infrastructure technology, network architectures and distributed computing.
  • Competency in various languages (e.g. Java, C/C++,  Node.js, Python, R, Swift, .NET)
  • Experience with Internet software development and concepts.
  • Experience with Operating Systems (e.g. NT, Unix; Mainframe and Linux)
  • Experience with a wide range of applications (e.g. ERP, CRM)
  • Experience with Business Infrastructure concepts and technologies (SOA, Microservices, Docker, Kubernetes, VMWare, Azure, GCP, AWS, BFFs)
  • Proven track record in handling multiple customers/opportunities at the same time and driving the opportunities to a successful sales closure.

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: San Jose
Nearest Secondary Market: Palo Alto

Job Segment: Solution Architect, Architecture, Engineer, Mainframe, Computer Science, Technology, Engineering