Presales Solution Architect SAP/Oracle - Western USA

in IT & Technology jobs

Location preferred: all major cities in Western US

Our client is a global leader in software testing Saas. They are looking for a Presales Solution Architect to cover the Western US. This position is home office based with occasional travel.

The Solution Architect is responsible for the technical aspects of selling to Strategic Accounts (new and existing). The Solution Architect delivers high-impact demonstrations and PoC pg solutions of and supports complex technical issues raised during the sales process. The Solution Architect is responsible for clearly articulating the benefits of applications to all levels including C-level executives and IT directors. The SA role is to understand the customer challenges and tailor a solution to answer the customer needs, based on the portfolio and aligned with Product Management. Also, the person needs to support customer retention and expansion, as well as strengthening the ongoing relationship with customers.

Key Responsibilities:
  • Act as the key point of contact for all technical areas – special attention to the pre-sale phases.
  • Play a critical role in supporting the Sale Executive to discuss & follow strategy and planning that will convince prospects that the technology is superior.
  • Accountable for supporting the sales process by showing the on-going value from demo through PoC, and through to signed contract
  • Be a Trusted Advisor. Present and help build a strong and positive relationships with clients at various levels
  • Represent & advocate the customer needs/challenges
  • Support the Sales Executive to maximize the meeting of financial targets
  • Work with the customers to identify expansion opportunities

Main Tasks:

  • Deliver onsite and remote demos, POCs and workshops with prospects and customers
  • Customer key point of contact for all technical aspects during the pre-sale phases
  • Build strong and positive relationships with customers at various levels
  • Act as the voice of customer within the company to ensure solutions are enriched and improved to answer Strategic Accounts needs
  • Discover and identify the customer challenges and the relevant stakeholders and as a result tailor presentations and solutions, based on existing portfolio and aligned with product management and R&D to answer customer needs
  • Identify additional use cases within the customer IT and business organizations and ensure these solutions are used to support those events
Skills & Qualifications:
  • At least 5 years of experience as an enterprise software pre-sales/Solution Architect/Project Manager or Senior Consultant for ERP projects with Oracle EBS or SAP
  • Excellent verbal and written skills with strong communication, presentation and interpersonal skills with proven experience in a direct client-facing role
  • Ability to handle high-pace sales processes and management of multiple customer accounts
  • Experience in SAP or Oracle software enterprise testing - an advantage
  • Ability to work in a dynamic, cross-functional, team-based environment
  • Travel to customers on a regular basis in the Western US

Matrix environment:

  • Build strong relationships with internal (inbound) team members such as Strategic Account Managers, Customer success Managers, Product Management, Technical Support and Operation teams.
  • Work Agile. Be responsible for undertaking work across the team as required.
  • Self-learning. Continue and evolve your expertise (domain & product).