Senior Solutions Architect – Presales – Technossus – Irvine, CA
Job description: Job description
Senior Solutions Architect – Presales
As a Presales Solutions Architect, you will be partnering with the sales and delivery leadership teams within Technossus in working closely with our new and existing clients, partners, and other business units. You will dive deep into our client’s business challenges, the outcomes that are being pursued and use this information to collaborate with our internal teams to develop, propose and execute competitive and innovative solutions.
You will possess a unique hybrid of expertise and hands-on solution development around our various technology practices, coupled with cross-industry knowledge. You will be an individual that is extremely passionate about continued knowledge acquisition and growth, can understand and represent what success looks like for the client, and directly align our solutions with the desired outcomes to be produced.
The Presales Solutions Architect role also includes leveraging available industry and technology channels to obtain information about ongoing and future strategic business needs, with a view of maximizing the value we can provide to our clients. The Presales Solutions Architect will partner with the Technossus client partners and delivery teams to understand project risks and outcomes, address project scope-creep, change orders, objections and related issues, inter-team and interpersonal dynamics, and other delivery issues that could foreseeably negatively impact profitability, feasibility, relationships, and other key aspects of the engagement.
Core Responsibilities:
- Participate early in the sales process to work closely with the Sales/Client Success teams to develop proposal/presentation content and strategy for new/existing client opportunities.
- An effective pre-sales consultant will build trust in our competencies with clients, Technossus client partners, and the sales team.
- Focus on achieving the “wins” on opportunities by providing accurate and compelling proposed solutions with a clear value proposition and plan of success.
- Contribute towards creating comprehensive, compelling, and persuasive proposals (in partnership with Sales/Client Success teams)
- Engage, coach top-level talent that inspires the trust and confidence of our clients and in turn, becomes the reason why clients want to work with us.
- Bring back feedback from sales participation on industry trends, technologies, risks, etc. to help drive Technossus’ service offerings and products.
- Work to stay current with industry trends and best practices to proactively sell fit-for-purpose solutions and innovation.
- Attend industry events and participate in speaking engagements, panels, etc. to grow your own and the Technossus brand across the different technology areas and industries.
- Ensuring successful transition of designed solutions to the delivery team and remaining engaged with the client partner teams while becoming a “thought leader” for the next opportunity.
- Help drive the importance of ‘outcomes and the value delivered’ from the initial point of client/customer contact all the way to the delivery team to ensure quantifiable metrics.
- Ensure that a quality solution is conceptualized that delivers true business value to the client.
- Collaborate with Sales and Account Management team to develop sales playbooks outlining strategies for driving high value into strategic accounts
- Communicate Technossus value proposition to varying technical and non-technical clients, including ”C” level executives, VP, and Director levels, and end-users.
- Partner as a thought leader with Technossus client partners to help influence the decision-making of key stakeholders in client organizations.
- Partner with the Technossus Client Partners and Delivery Leaders to develop best practices as well as envision new, innovative services, offerings, and experiences for clients.
- Serve as a “trusted advisor” to clients and have a mix of strategic and tactical management experience.
- Direct team activities on pursuits and opportunities to ensure full collaboration and partnership and leverage Technossus’ full complement of resources to support the business.
- Proactively work with clients to understand their current IT/software business initiatives.
- Lead teams in developing and publishing materials used in the sales process, including proposals, contracts, and statements of work.
Qualifications:
- Minimum of 10 years of relevant and recent technology-agnostic work experience in all stages of the Software Development Life Cycle.
- Prior direct experience in leading pre-sales initiatives as the technical ‘quarterback’ in the sales process.
- Preferred background in the Healthcare or Financial Services Industry.
- Experience with architecting/implementing applications leveraging appropriate technical stack.
- Experience in the consulting industry supporting various clients.
- Experience with Agile project management methodologies.
- Experience leading development teams and collaborating across multiple functional/technical teams to deliver a project.
- Demonstrable understanding of current software development methodologies and processes, including, without limitation, Agile and Waterfall methods, and approaches to software development.
- Demonstrated enthusiasm for building a business, exhibiting a personal sense of urgency and capacity to identify, and overcome obstacles to achieving success.
- Ability to think in technical terms and be able to think ‘outside the box’.
- Passionate about sales and technology and skilled at leading teams through complex technology solutions.
- An entrepreneurial individual who thrives on and has demonstrated the ability to build and grow a successful and dynamic practice from the ground up.
- Demonstrated ability to negotiate and articulate complex concepts/business issues verbally and in writing to clients, consultants, and management.
- Ability to prioritize and manage multiple responsibilities.
- Proven ability to develop business relationships.
- Bachelor’s degree required; Master’s degree preferred.
- Outstanding ability to work within a team sales environment.
- Excellent communication (verbal, written, and presentation) and leadership skills required, a strong command of the English language.
- Proven ability to successfully interface with executives, management and navigate organizational structures and hierarchies.
- Exceptional attention to detail, follow-up, and organizational skills.
