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Sales Solution Architect

Remote, Canada · Computer/Software
Sales Solution Architect – Cloud Enterprise Architect with App Dev and Management
  • Do you excel at app modernization & architecture consulting?
  • Enjoy presales and looking to leverage your client facing, technical sales skills?
  • Self-motivated high energy performer?
  • Thrive in an environment where you are empowered and incentivized?
  • Want to be part of a high growth, high energy organization with tremendous personal opportunity?
  • We are seeking a highly skilled Sales Solution Architect to join our Global Solution Development team and drive growth for Enterprise Cloud Solutions and Application Development and Management (ADM).
  • Work as part of a virtual team with travel for collaboration on sales presentations, solution development, and occasional meetings. 
About Us
We are a rapidly growing cloud services company focused on applications, analytics, data management, and databases.  Our professionals help clients replatform, refactor, modernize, and manage across cloud and hybrid solutions.  We’ve experienced 9x growth in the last 6 years as we expand through organic growth, targeted acquisition, and strategic partnerships such as AWS, Microsoft, and Oracle.  If you are a Cloud Application Architect, we have opportunities for you to grow.

We are North America’s largest data integration and database administration company with more than 1100 employees on payroll and core operations in four countries. 
Job Description:
Your opportunity is to play a fundamental role in our expansion and opportunities will come to those with a desire to lead, work hard, and collaborate in a low ego, high performance environment.  We are looking to add an experienced Sales Solution Architect responsible for conceptualizing and architecting end to end solutions for our customers that drive mutual success in areas such as:  Cloud migration and modernization, Agile/DevOps transformation, and next gen ADM for both application development/modernization and support. 
Reporting to the Vice President of Solution Development, you will proactively engage with all internal teams to ensure timely delivery of appropriate solutions to customers and drive deal closure. You will be able to collaborate with your peers to continually improve our standards, processes, and pricing for solution development. Your primary focus areas will be on ADM and large scale, cross discipline cloud migration/modernization opportunities. You may also be asked to work with other service offerings that align with your expertise and skillsets. And there is opportunity to expand your skill sets, if you choose, into other core competencies. 
Responsibility Areas
The solution architect will leverage existing collateral and collaborate with sales, practice leaders, and client success teams to develop innovative approaches and execute in these responsibility areas.
  • Opportunity qualification  – You will be involved in numerous late-stage qualification calls in conjunction with the sales and marketing team. Solution Architects ultimately determine the viability of our engagements.
  • Engagement scoping  – Solution Architects lead the scoping effort for qualified engagements utilizing both Practice SMEs and other Solution Architects as needed. This is a vital role which also typically involves intense communication and credibility building with clients.
  • Solution development  – Once a client’s business needs are understood, the Solution Architect leads the development of a solution set. Our goal is always to “start with why”. At Datavail we are not order takers or need fillers, we strive to be want-creators and solution providers. Clients seek our expertise so that they can concentrate on their core business.  We need to provide the right solution not just fulfil an order.
  • Engagement pricing  – Whether a long-term managed service engagement, a short-term consultative project, or a multiyear implementation, Solution Architects spearhead the pricing process as a logical extension of solution development and scoping.
  • Sales support and closing  – In the complex world of IT outsourcing, no individual can close a deal alone. A team typically comprised of sales, solution architecture, practice expertise, and often delivery management is required to earn a client’s trust and business.  Your role will be to prepare presentations, collaborate on messaging, build credibility, and participate in team presentations – ultimately helping close business by reinforcing confidence in the delivery model, experience and expertise.
  • Sales to Delivery handoff  – The internal kick-off is a critical function. In conjunction with the sales team it is essential that knowledge gathered during the sales cycle and client expectations beyond just what may have been stated in a SOW is communicated thoroughly and clearly to the delivery team. How we start a project or major engagement speaks volumes to our professionalism and skill of the solution architect. 
What You Will Love About This:
  • Work from home with occasional travel (under normal times)
  • We are a growth-oriented company with a low ego culture. We believe in empowering talented individuals with a set of clear objectives and incentive to achieve results
  • The Solution Architecture team believes in camaraderie and we want to help each other be successful
  • You will be joining a highly skilled and talented group of people that like setting goals and exceeding them
  • Full benefits package and a great work environment
  • If you like a level of autonomy and can achieve results with a humbly confident attitude… then this is the job for you!
Core Experience:
  • Education – Bachelor’s degree or higher in applicable discipline
  • Citizenship – US/Canada (requirement of our regulated customers) or US/Canada Permanent Residence
  • 15+ years applicable IT and Services Industry experience
  • Solution experience – Minimum 8 years of experience as a sales solution architect in similar services industry
  • Scoping and pricing – Scope determination and pricing for consulting engagements, projects, and managed services
  • Sales Cycle – Proven experience working in a sales cycle to qualify, position, solution, pitch, and close new business
  • Oral and Written communication skills – Excellent written communication with experience in proposal development, SOW authorship, and RFP responses.  Excellent client facing oral communication with formal presentation experience including teleconference skills especially in collaboration with remote and offshore virtual teams
  • Cloud Acumen – AWS/Azure or other applicable certifications.  Understanding and hands-on experience in Cloud Modernization/Migration and Cloud Managed Services to customers on AWS & Azure.  Experience with DevOps, Containerization, and Orchestration concepts and tools such as Azure DevOps, Kubernetes, Docker, etc.
  • Enterprise Architecture – Experience with cross technology Enterprise Architecture including workflow, data management, application integration, and physical environment/hosting considerations with ability to conceptualize current vs. target state and articulate path and challenges to get there.
  • Toolsets – Proven ability to work across different technology groups/horizontals including:  Custom .NET/.NET Core based solutions, Full Stack Web Applications (HTML/Angular/NodeJS), Power Apps, Enterprise Applications such as Dynamics 365 CRM, Microsoft 365, and Digital Workplace.  Experience with Data Integration and DI concepts/tools such as AWS Glue, Azure Data Factory, Synapse, SSIS, SSAS, SSRS.
  • App Architecture – Excellent understanding and hands-on experience in architecting and delivering Application Development and Management solutions (both support and new application development)
  • Team orientation – Proven ability to act as collaborative team member in matrixed environments.  Humbly confident approach to providing your expertise along with ability to recognize and leverage complementary expertise from other solution architects and subject matter experts.  We sell as a team and need to work together
  • Credibility – Ability to quickly gain credibility and “command a room” that motivates customers to choose for their service needs
  • Time Management – Proven ability to manage your time and calendar to achieve results within the demands of a sales cycle and matrixed environment
Additional Experience:
  • Understanding of global delivery model and positioning deals that make best use of nearshore/offshore
  • High to expert level experience using Microsoft Office especially Excel, PowerPoint, Word and Microsoft Teams
  • Exceptional consulting skills in communicating, establishing strategic direction, influencing others, negotiation skills, operational decision making, problem solving, facilitating and managing meetings, questioning and probing
  • Highly skilled in value proposition development, solution selling, focusing on the customer, sales ability / persuasiveness, and business needs analysis
  • Good understanding of market trends and technologies
  • Excellent executive and senior level relationship building capabilities during a pursuit
  • High level of emotional intelligence and ability to manage fuzzy situations 
  • Project definition with structured tools such as Microsoft project or other enterprise project management platforms
  • Financial modeling and complex solution profitability assurance
  • Project management understanding or direct experience 
Beneficial Experience:
  • Experience managing complex clients in the past with track record of establishing strong customer relationships
  • Experience with client facing delivery of technical solutions as individual contributor
  • ITIL concepts and ITSM platforms
  • Industry conference presentations
  • Blogging / White paper history
  • Management and leadership of small to medium-size teams in a matrixed environment to influence decision making
As a solution architect you are an individual contributor with tremendous independence and responsibility. While an individual contributor, you will be in empowered leadership roles continuously as you “quarterback” the solution development and validation process. 

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