Senior Solutions Architect

4 days ago

Oxford, Oxfordshire, United Kingdom Diffblue Full time
About Diffblue

Diffblue is a pioneering technology company that specializes in artificial intelligence for code. Our innovative solutions help development teams at leading companies overcome complex challenges and deliver high-quality software faster.

The Role

We are seeking a highly skilled and experienced professional to join our team as a Senior Solutions Architect. As a key member of our sales team, you will play a vital role in helping us achieve our ambitious growth goals.

Key Responsibilities
  • Customer Engagement: Develop deep understanding of customer challenges, goals, and business context through effective questioning and listening.
  • Product Demonstration: Present our AI-powered solutions and their value to prospects through tailored demonstrations, showcasing the benefits of our technology.
  • Sales Process Management: Work closely with the commercial sales team to manage the technical aspects of the sales process, including technical discovery, qualification, scoping, setup, and management of evaluations.
  • Technical Objection Resolution: Proactively build strong technical champions and expertly resolve technical objections, ensuring a smooth sales process.
  • Customer Support: Use your knowledge of developer tools to deliver value by coaching customers in best practices and diagnosing any issues in the deployment.
  • Feedback Loop Management: Manage the feedback loop for customer suggestions and feature enhancements, ensuring that customer feedback is incorporated into our product roadmap.
Requirements
  • Technical Expertise: 3+ years' experience in a technical pre-sales/solution engineer/sales engineer role, working with enterprise customers.
  • Software Development Experience: Deep understanding of the modern software development lifecycle (SDLC), DevOps, and DORA delivery metrics.
  • Java Expertise: Java software developer experience and familiarity with Java enterprise software development toolchain.
  • DevOps Tools: Hands-on experience with DevOps, CI/CD tools, especially Jenkins.
  • Product Demonstration: Experience creating and optimizing high-impact product demonstrations and proofs of concepts.
  • Business Acumen: Comfortable in both business and technical contexts, able to demonstrate value to executives and address technical questions with a developer audience.
  • Track Record: Strong track record of growth and overachieving targets in a fast-paced, high-growth business, working closely with senior account executives.
Desirable Skills
  • Application Modernization: Knowledge of application modernization, including cloud migration and API microservices.
  • Sales Qualification Frameworks: Familiarity with sales qualification frameworks such as MEDDPICC.
Competencies
  • Agility: Agile and adaptable, with the ability to think on your feet and read a room.
  • Curiosity: Ability to understand customers through effective questioning and listening, ensuring the questioning feels like a conversation, not an interrogation.
  • Storytelling: Create and deliver narratives that help buyers understand the value of our product.
  • Communication: Great communicators, both internally and with clients.
  • Intelligence: Ability to learn complex concepts quickly and communicate them in an easy-to-understand manner.
  • Attention to Detail: Detail-oriented, with great project management skills.
  • Drive and Work Ethic: Proactively pursuing company mission with a high degree of activity and daily energy.
Benefits

We offer a competitive package, including employee stock options, private health and dental insurance plans, 8% non-contributory employer pension, life insurance, and income protection schemes. You'll also enjoy flexible working, annual eye tests, and £50 contributions towards glasses. Our Oxford-based head office offers a great environment with open-plan space and natural light.

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