Solution Architect Level III

Primary objective of the job: 

The Solution Architect supports the B2B sales productivity and deal flow by securing the technical closure of more complex enterprise class solutions. The Solution Architect collaborates with sales, services, engineering, and technical support resources to ensure that proposed deals include solutions that accurately address customer needs and are appropriately supported by key customer technical decision makers.

The Solution Architect is responsible for achieving a profit and productivity quota made up of the combined expectations of the sales resources, market and the B2B channel.

Reporting to the Head of Solution Architecture, the Solution Architect supports the B2B sales team.

Main Duties and Responsibilities:

• Works deals assigned to the B2B sales team, prioritizing effort based on maximizing total impact on team productivity and profit, or as directed by the Head of Solution Architecture
• Proactively scopes the technical solution required to address customer requirements, assess customers’ met and unmet needs, and recommends solutions that optimize value for both customer and firm
• Secures input from all necessary solution stakeholders within the customer firm. Adapts solutions, as necessary, to ensure appropriate support
• Coordinates closely with internal sales, sales support, product development, and service resources to align solution design with customers’ business requirements
• Secures from customer technical staff, commitments needed to ensure a deal’s technical closure
• Meets assigned targets for profitable sales growth through the achievement of Key Performance Indicators (KPIs) in assigned product lines, market areas, channels or other B2B teams being supported
• Provides training to the B2B sales team members in order to enhance their product knowledge, technical acumen and technical sales skills
• Opportunistically pursues additional business development opportunities within customer firms. Collaborates with sales to ensure these opportunities are effectively covered and advanced
• Monitors customer support for technical solutions proposed throughout the sales process, and alerts the sales and account teams to potential risks to deal closure
• Creates proposals and delivers power point presentations tailored to customer’s specific needs

Accountabilities and Performance Measures

• Achieves assigned productivity and performance KPIs
• Maintains deal throughput in early deal-sales process steps
• Achieve product growth targets for the B2B business
• Maintains effective use of all tools to boost productivity
• Maintains high customer satisfaction ratings that meet company standards
• Completes required training and development objectives within the assigned time frame
• Maintains open and effective verbal/written communication with all stakeholders
• Punctual, regular and consistent attendance

Organizational Alignment 

• Reports to the Group Head of Solution Architecture
• Works closely and collaboratively with the B2B support, implementation, sales and account teams
• May be required to directly support one or more named accounts

Academic Qualifications and Experience Required:

• Bachelor of Science in Computing or closely related field from an accredited institution
• Minimum of 5 years of solution design experience in a B2B or large/strategic customer segment
• A record of achievement and technical solution expertise
• Understanding of competitive product and solution landscape and can articulate trade‐offs between various competitive products in the B2B space
• Strong presentation and negotiation skills
• Deep knowledge of IP Networking, EDR / XDR, IPS/IDS, SASE, ZTNA etc.
• Vendor and Product certification:

• • • Fortinet Certified Professional
    • Fortinet Certified Solution Specialist would be considered an asset
    • Cisco Certified Network Professional (CCNP) – Security Concentration
    • Cisco Meraki Network Associate (CMNA)
    • Any ISC2 certifications
    • Experience and professional certification may be considered in lieu of educational background

Functional Skills:

• This position includes outside & foreign travel to customer premises
• Setup and configuration of demo equipment at customer location may be necessary
• Meet with and present product portfolio with prospective customers
• Meet with and train sales teams on product portfolio
• Work with the regional sales teams to prepare and present customer proposals
• Thrives in a dynamic environment
• Undergo vendor training to support growing product portfolio and strengthen partnerships
• All prospective employees must pass a background check