Business Architect:

Responsibilities

Essential, key job responsibilities for this role include, but are not limited to:

• Sales Execution:
• Successfully plans and executes sales activities within the sales process.
• Total ownership of the technical sale during customer and partner pre-sales activities.
• Leads sales and partners in scoping firm's Offerings to meet customer requirements.
• Analyzes client business needs and recommend appropriate business solution/strategy.
• Participates in the planning and design process by assessing current state and desired outcome.
• Identifies, provides leadership to, and coordinates technical solution development activities in pursuit of formal proposal development.
• Identifies and engages Subject Matter Experts for discreet service offerings identified in the technical solution.
• Monitors the engagement process and obtains additional resources as needed.
• Sets up and executes evaluation activities that prove firm's Offerings.
• Identifies and develops technical champions; neutralizes challengers within the account.
• Ensures complete handshake to customer success organization.
• Ability to create/modify Bill of Materials, Scope of Work documents
• Technical Knowledge:
• Technical expertise in (2) primary offerings
• High-level expertise in (3) additional offers (progressive training and learning required)
• Demonstrates significant expertise in firm's Core Offerings.
• Masters Command of the Message and Sale principles.
• Conduct sales presentations to convey the value of firm's solutions.
• Builds impactful pilot/POCs that prove impact on customer business/requirements.
• Comprehensive product, competitive, industry and functionality knowledge.
• Continues education of self and others; facilitates knowledge transfer across the organization.
• Client and partner engagement:
• Provides technical expertise through sales presentation product demonstration of firm's offerings.
• Maximizes results by anticipating and neutralizing obstacles/objections within an account.
• Adds value to customer by staying up-to-date on market trends and articulating tangible benefits across customer audiences.
• Excites and commits prospects with persuasive demos, meetings, and presentations (formal/informal).
• Actively engages and influences partner community.
• Provides long term strategy sustaining technical account management.
• Foundational Attributes:
• Creativity in framing a deal and positioning firm's Offerings to meet the client's business objectives.
• Passionate business problem solver for customers.
• Additional job responsibilities include, but are not limited to:
• Possess solid business acumen skills: Strategic Thinking & Problem Solving, Communication Effectiveness & Influence, Financial Literacy, Analytical Skills, Risk/Exposure Evaluation, Critical Thinking, etc.
• Position requires on-going self-study to continuously improve skills relative to strategic technology direction and service offerings.
• Recurring report requirements may include but are not limited to: time sheets, expense reports, billable time sheets, task completion documentation
• Other responsibilities as assigned.
• Works effectively as a team member, leads the organization and effectively orchestrates internal and external resources.
• Actively collaborates with and provides feedback to the Offerings Management team and Subject Matter Experts resources within the presales team.
• Effectively communicates with all critical resources throughout the sales process.
• Drives accountability of self and all team members to ensure execution of action items.
• Humility to learn, master and follow firm's processes.

Qualifications

The following are minimum qualifications and requirements required for this role:

• Bachelor’s degree in Computer Science, Information Systems or related experience.
• 4-6 years of experience in a technical leadership role on small to medium size projects in the areas of integration or support services.
• 5+ Years Minimum hands-on experience designing complex communications systems.
• 5 years or more of customer facing solution development experience
• Various industry certification completion (i.e: CCNP, CCDP, or equivalent required, EMC, VMWare, Citrix, NetApp, or HPe written Certification (i.e. EMC Proven Professional, VSTP).
• Defined area of Specialization supported by certification or equivalent experience (i.e. Route Switch, VoIP, Unified Communications, Contact Center, Wireless, Server, Storage, Virtualization, Backup and Recovery, VDI).
• Knowledge of IP Communications, Networking, Security, End User Computing, Virtualization and Data Center Industry and Solutions.
• Expert level understanding of at least 2 firm's offerings (positioning)
• SME level at 1 firm's offering (end to end)
• Involvement in Industry Councils, User Groups, as appropriate.
• Experience in development of outcome based account plans
• Ability to own multi-tower solution development end to end
• Willingness to adapt the T.E.D. model for needs discovery in customer discussions
• Understanding of IT org structure and operating model
• Experience with structured project management methodologies.
• Experience working with solution design, job costing and quality planning.
• Experience developing/writing technical sales documents.
• Experience working in a project/team environment.
• Must possess excellent time management skills.
• Must possess good organizational skills.
• Must possess excellent client/customer interface skills.
• Must possess working knowledge of Visio.
• Comfortable presenting to customer audiences at varying levels of seniority
• Bachelor degree level in storytelling
• Ability to develop/ deliver management presentations.
• Proficient in MS-Office (Word, Excel, PowerPoint).
• Able to architect and design detailed configurations for complex Communications Systems.
• Able to assess and monitor a complex network to ensure service is provided as designed.
• Excellent relationship skills.
• Excellent verbal written communication skills are required.
• Excellent high-level problem-solving skills.
• Demonstrates a growth mindset
• Experience positioning and selling of managed services (services mindset)