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Solutions Architect
2 months ago
At Zones, we're seeking a highly skilled Solutions Architect to join our EMEA Services Team. As a key member of our team, you will work closely with sales teams to drive the growth of profitable sales of infrastructure solutions within a region and/or market.
Key Responsibilities:- Plan and report with the VP of Services EMEA, Sales Management, and Advanced Solutions to manage pipeline towards goal achievement.
- Joint account planning to identify opportunities in accounts.
- Sales calls and presentations to identify and close solutions opportunities.
- Solutions development based on clients' and prospects' requirements.
- Joint bid and proposal development with sales.
- Prepare SOWs and services estimates.
- Equip and train the sales organization on solutions and how to find opportunities.
- Pipeline management and forecasting of product and services revenue/GM for defined markets.
- Prospecting and develop opportunities independently as time permits.
- Build and maintain regional and local relationships with partners' channel and direct sales organizations.
- Go-to-market planning with partners to identify the best opportunity areas and accounts to target.
- Develop and deliver with marketing and partners – demand generation campaigns and events.
- Maintain certifications as necessary to enable Zones to resell products and maintain the highest level of vendor rebates and lowest cost.
- Build and maintain relationships, particularly technical relationships in assigned accounts as appropriate to farm additional opportunities.
- Perform needs assessments as appropriate.
- Perform short-term billable engagements to keep skill sets short, offset some cost of sales. These are generally assessment, proof of concept, or architectural-type engagements.
- Strong business acumen and understanding of clients' IT-related business goals and challenges to ensure proper translation of the client's needs into technology solutions.
- Ensure customer satisfaction levels with a stated goal of 100%.
- Bachelor's degree in Computer Science, Engineering, Business, or related discipline; equivalent years of experience are acceptable.
- At least 5 years of experience in an enterprise environment and a minimum of 2 years in a pre-sales technical role.
- Excellent written, presentation, and verbal communication skills, including demonstrated experience presenting technology recommendations from a business perspective.
- Understanding of the industry, market, customers, competitors, suppliers, partners, and capabilities of the business.
- Ability to communicate effectively with clients, colleagues, and management.
- Professional, business-focused attitude and courteous manner towards clients, partners, and peers.
- Ability to travel an average of 30% of the time.
- Comfortable interacting with employees at all levels of a large organization, including C-level executives in a technical pre-sales capacity and the ability to design and architect solutions from OEM-validated designs from major industry leaders, including Cisco, Dell/EMC, HPE, NetApp, Nutanix, and VMware.
- Extensive experience with enterprise network routing, switching, WAN, wired, and wireless solutions.
- Strong working knowledge of Spine/Leaf and ACI/SDN topologies.
- Understanding of stand-alone and controller-based architectures.
- Active technical certifications from technology leaders like Cisco, Dell/EMC, HPE, Microsoft, NetApp, Nutanix, VMware, and other relevant network solutions.
Zones offers a comprehensive benefits package designed to support the well-being and success of our employees. Your health is important to us. Our benefits package includes private medical insurance, dental coverage, and access to a range of wellness programs aimed at promoting a healthy lifestyle. We believe that a healthy workforce is productive; we also operate a flexible and hybrid working policy. Also included is a workplace pension scheme, ensuring that you're building a solid foundation for retirement.
Investing in your professional growth and development is a priority for us. Our benefits package includes opportunities for training and development, as we want to support you in reaching your career goals and unlocking your full potential. In addition to the core benefits outlined above, we offer a range of additional perks and benefits to enhance your experience as a valued member of our team. These may include discounts on gym memberships, retail purchases, travel packages, and more.
