Solutions Architect

Job Summary: The Solutions Architect plays a meaningful role in building long-term business relationships with clients. This role plays an integral part of the sales team to drive the adoption of our services to meet our sales and revenue goals by closing enterprise opportunities within accounts by building deep, consultative technical relationships with our customers, effectively becoming a trusted adviser.

We are seeking an experienced Solutions Architect to join our growing team and play a key role in driving the success of our go-to-market strategy. As a Solutions Architect, you will be instrumental in designing and implementing comprehensive solutions tailored to the unique needs of mid-sized enterprises, with a primary focus on Cloud Services, Managed Networks and Communications, Cybersecurity, IoT and AI Solutions.

Majority of time is spent at the customers premise or on conference calls consulting, selling, and supporting company products, services, and solutions. Provides technical support in sales presentations, product demonstrations, and installation and maintenance of company products and services to ensure the solution is functioning as designed. Leads the technical discussions in client meetings across multiple levels and disciplines to identify business and technical needs, issues, and priorities. Formulates responses to customer inquiries/questions concerning highly complex system. Designs technical solutions involving new and emerging technologies. Requires extensive knowledge of company products and services. Assists in developing less experienced peers.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Collaborate with the sales and marketing teams to engage mid-sized enterprise clients, understand their business challenges, and articulate how our solutions align with their goals.
• Lead the design and architecture of end-to-end solutions that encompass AI Video Analytics, Asset Insights, our cybersecurity stack, and our Cloud and Connectivity Services, ensuring scalability, security, and alignment with industry best practices.
• Work closely with the sales team in pre-sales activities, providing technical expertise in client meetings, presentations, and proposals.
• Create compelling solution demonstrations and proof-of-concept materials to showcase the value of our offerings.
• Deliver compelling presentations showcasing our products and services to potential clients at large events.
• Conduct in-depth analysis of client requirements, translating business needs into technical specifications and solution designs.
• Collaborate with engineering and implementation teams to ensure that proposed solutions are effectively translated into actionable plans and executed with precision.
• Develop comprehensive technical documentation, including solution architectures, implementation plans, and best practices, to guide both internal teams and clients.
• Keep up to date with industry trends, emerging technologies, and best practices to continually enhance our solutions and maintain a competitive edge.
• Traveling to and from the customers premise for the purpose of engaging in sales activities
• Preparing proposals, presentations, or bids, including developing pricing
• Developing strategic plans related to the customer and the proposed solutions/sales
• Researching customer business and industry to identify new sales opportunities.
• Work with the Account Executive (AE) to ensure the services offered align with the overall account strategy.
• Participate in periodic performance reviews to identify pain points and propose alternative solutions.
• Partner with business leaders to provide expert technical advice and influence strategic decision making.
• Facilitate technology strategy, requirements, and architecture conversations between stakeholders.
• Lead Proof-of-Concepts (POCs) and evaluation of results
• Participate in account planning activities.
• Must be able to articulate roadmaps from “as-is” to “to-be” scenarios.
• Collaborate with critical input in drafting contract terms and conditions.
• Participate in RFPs processes, non-standard requirements, and renewal of existing services.
• Build and maintain customer relationships.
• Meet or exceed your revenue targets.

Supervisory Responsibilities: None

Qualifications, Education and/or Experience:

• B.S. Electronic Engineering, Computer Science, Information Technology or Telecommunications (Master preferred)
• 5 years of experience in Telecom/Cloud complex solution sales
• Analytical, Self-Driven, Energetic, Team worker, Creative, Customer Focus.
• Ability to manage customer’s expectations and communications.
• Excellent oral and written communications skills, as well as excellent presentation skills.
• Proven experience in complex solution sales

Certifications and Licenses:

CompTIA Cloud

AWS Certified Cloud Practitioner

Amazon Web Services Solutions Architect Associate.

Microsoft Certified Azure Fundamentals.

Microsoft Certified: Azure Administrator Associate

Microsoft 365 Administrator

Cloud Security Alliance: Certificate of Cloud Security Knowledge (CCSK)

CompTIA Network

CCNA

CompTIA Security

ISC2 Certified in Cybersecurity.

ITIL v3, v4.

Language Skills: English. Spanish is a plus.