Our client, a well established and leading IT Services company is currently recruiting for a Senior Solutions Architect to join their team.
The purpose of this role is to add value to the sales team throughout the sales engagement process to increase the win rate on new Cloud and on-premise Infrastructure Solutions, to add value to individual customer engagements through consultation, to demonstrate capability, maximise the sales opportunity and to ensure deliverable solutions are sold and specifications in equipment and time are accurate.
Reporting to the Lead Services Architect, you will be responsible for;
Attending joint visits with sales to consulting on solutions to meet the customer requirement, including where required a blend of on-premise solutions and/or a comparison of Cloud vs. On-Premise.
Supporting request for proposal (RFP) engagements through interpretation and extraction of requirements, and the delivery of technical content in response. This may involve the delivery of presentations to prospective clients.
Providing input during the creation of sales proposals through the articulation of the technical solution, and support with right-sizing, specification, and equipment requirements.
Reviewing and approving sales proposals and being accountable for the accuracy of solutions presented.
Supporting the transition of the sales process into delivery (where necessary) through the handover of technical solutions into the Projects / Service Desk functions.
Supporting marketing and lead generation directives including event presentations, the creation of website content such as blog posts, and provide technical input to customer case studies/whitepapers.
Be willing to provide ad hoc and structured training around services/solutions to sales personnel in support of the sales process.
Success Criteria / KPIs:
To be a sales enabler at all stages of the sales process for both cloud and on-premise solutions where required.
To ensure the success of the sales team, quantified as meeting the quarterly sales gross profit target.
To be willing to undertake additional sales support activity as instructed, including occasional on-site consultancy, and delegated activity relating to Product and Service Catalogue development.
To respond to all PreSales requests in a timely, accurate, and efficient manner.
Maintain a comprehensive technical understanding of the company’s products and services.
An ability to build and articulate the best solution both technically and commercially in line with the customer’s budget.
An ability to identify customer needs and objectives, and translate into technical criteria to enable the delivery of effective IT solutions.
An ability to consult customers and demonstrate capability, instilling confidence in the customer to buy from you.
The ability to document solutions in business terms as well as technical.
Sales focused with all effort channeled at the key goal of signing new customers.
Excellent communication skills.
Self-motivated, and organised.
Ability to work with the customer and internal deadlines.
Embrace flexible working.
Experience / Qualifications:
Minimum 5 years in IT, with experience designing and implementing solutions.