Solution Architecture (Pre-Sale)

*** Position Objective
As a Solution Architecture, you will be responsible for the
design and presentation of solutions across the breadth of
our product and industry offerings. You will be responsible
for delivering compelling and functionally rich
demonstrations of our solution that have been tailored
and configured based on our understanding of customer
needs.

You will work closely with our technical team to build out
the project scope to deliver the product solution. You will
act as the trusted advisor with the customer, showing
thought leadership and effectively helping shape sales
and order management strategy.

*** Roles & Responsibility
- Partner with sales in the pre-sales process to
understand customer requirements and map those
back to the product portfolio
- Work with both prospects and existing customers
to drive license and professional services revenue
- Direct involvement with nearly all aspects of the
defined sales process, including: Qualification,
needs assessment, client requirements, mutual
need-fit, and product demonstration. Assist in
response to Requests for Proposals, and technical
and security integration know-how
Create and conduct effective demo presentations
that identify and address customer key business
issues and highlight benefit proposed solutions
- Keep up to date with products and competitors
- Support client acquisition with pre-sales
presentations, documentation & RFI requests
- Present and articulate product functionality,
features and standardized solutions
- Participate in discovery sessions to fully
understand the existing process, pain points, and
business objectives to collaboratively define the
implementation approach for clients & system
partners
- Act as a technical subject matter expert in
presenting integration options to our clients and
integration partners.
- Analyzing a client’s IT system and infrastructure to
meet expanded needs, diagnose system problems,
and create recommendations to address gaps.
- Planning a timeline for the completion of projects.
- Defines technology solutions and capabilities
according to client and project needs. Evaluate
technical solutions and make optimal technical
decisions to meet functional, non-functional, and
critical client requirements.
- Working independently within a matrixed
organization, communicating and working with
product, application development, and technology
teams (network, infrastructure, and application
security teams) as required to break client goals
and outcomes into concrete, actionable phases
and tasks.
- Post-sale support for key customers to ensure a
smooth transition into the implementation project

- Bachelor’s degree or equivalent experience is a
must
- 2+ years of hand-on experience with virtualization
such as VMware
- 2+ years of hand-on experience with
Windows/Linux, network, and security appliance
- 1+ year of project management
- Experience mapping RFI/RFP requirements to
system, network, security, and software solutions.
- Excellent interpersonal, communication,
persuasion, presentation and writing skills
- Deep domain knowledge in one of our core
verticals
- Experience scoping, managing, and executing
customer demonstrations and Proof of Concepts
- Outstanding problem-solving skills, including the
ability to meet a business requirement with a
technical solution
- Outstanding solution scoping abilities, using our
existing solution, and influencing new product
development
- Excellent client-facing and internal communication
skills (written and oral)
- Must be willing to work in a fast-paced startup
environment with multiple roles