Senior Solutions Architect

Senior Solutions Architect

Requirements

• Comprehensive experience working with GTM Technologies & Data including but not limited to CRM (Salesforce.com, Microsoft Dynamics, Oracle/Netsuite, Hubspot), Conversation Intelligence (Chorus, Gong), Sales Automation (ZI Engage, Salesloft, Outreach), Chat (ZI Chat, Drift), ABM (6Sense, DemandBase), Marketing Automation (Marketo, Eloqua, Pardot), Data Providers (ZoomInfo, D&B, Neverbounce, Clearbit, Cognism, Lusha, Databook)
• Experience with MDM, CDP & GTM Data Orchestration technologies & accompanying cloud infrastructure including but not limited to (Snowflake, AWS, Google Cloud, DataBricks, Informatica, Reltio, Oracle Unity, Adobe Experience Cloud, Salesforce Data Cloud, Etc.)
• Working knowledge of API’s, Embedded Integration Platforms (Zapier, Workato) & building bespoke integrations for GTM Systems (CRM / MAT / DWH / CDP)
• 6+ years pre-sales Solutions Architect, Technical Sales or Consulting experience in SaaS or enterprise technology space
• Deep technical & operational discovery
• Proven track record & measurable success collaborating with enterprise sales teams on deal cycles from opportunity qualification to close; understands value-based pricing and is comfortable providing input on how to increase profitability or deal size.
• Experience working with marketing and demand gen teams; fundamental understanding of ABM, display advertising, visitor identification, content personalization, chat; is comfortable providing input on how to execute omni-channel campaigns and optimize conversion throughout the funnel
• Experience working with GTM operations teams; understands core concepts of data orchestration and is comfortable providing recommendations on best practices related to data enrichment, normalization, deduplication, segmentation, scoring, and routing to improve operational efficiency.
• Experience working with master data & data science teams; working knowledge and understanding of industry best practices in GTM data management, data modeling, systems architecture, integrations, emerging trends; and is comfortable providing input on ways to optimize data strategy.
• Experience designing solutions in a multi-platform/multi-product environment
• Experience creating technical architecture, capability, and process workflow diagrams
• Excellent interpersonal, communication and presentation skills; ability to organize thoughts and ideas into understandable terminology & presentation collateral.
• Customer obsessed mindset and outstanding problem-solving skills with a knack for interpreting obscure requirements and demonstrating tangible outcomes.
• Self-starter with a bias towards action, excels working in an unstructured environment and can quickly grasp technical concepts, multitask shifting priorities, and inspire others to drive outcomes.
• Ability to travel as needed.

Responsibilities

• Partner with Sales, Solution Consultants and the customer to help build the business case and lead all aspects required to win the technical sale for hyper-targeted strategic accounts.
• Lead deep use case qualification and discovery sessions with diverse buying committees across multiple business disciplines at all management levels.
• Establish credibility as the customers go-to expert on use-case specific best practice & technical solution capabilities to ensure a best in class buyer experience.
• Design streamlined solutions to complex multi-platform / multi-product / multi-use case problems, catering best practice recommendations to the customer’s infrastructure and ideal future state.
• Deliver engaging art-of-the-possible solution demonstrations & personalized collateral to prove concepts, shorten time to value, and articulate measurable outcomes.
• Provide product feedback in collaboration with cross-functional leaders on existing opportunities to improve pricing, packaging, feature functionality, design, delivery, enablement and overall go-to-market execution for our offerings.
• Illustrate to customers and prospects; Sales, Marketing and Operations audience-centric value propositions, persona driven capabilities, and interconnected technical use case applications to demonstrate ROI of the modern GTM approach against the cost of inaction.
• Collaborate on sales strategy & use discovery sessions, demos, and technology assessments as a sales tool for progressing existing opportunities and identifying additional cross sell-and/or up-sell opportunities.
• Participate in follow up on implemented solutions to gather feedback, increase utilization, and identify new opportunities that complement the work that was completed.
• Develop a detailed and ambitious Territory Plan in collaboration with senior leadership and use it to prioritize time spent on opportunities based on potential return on investment & complexity.
• Demonstrate subject matter expertise by proactively expanding multidisciplinary technical depth in related products, solutions, and best practices to create personalized collateral that speaks in the language of the customer.
• Maintain regular cadence with cross functional teams to share insights from the field, educate, plan and execute on joint strategies, content, product releases, and campaigns.
• Operate with the perspective and insight that the business needs, not just the technology or standard operating procedure, to establish the limits on what can be achieved.

Preferred Qualifications

• Expertise working with AI, LLM, & Machine learning tools
• Experience with MEDDIC, Demo2Win, and Value Selling Methodologies
• Experience building products, custom solutions, or integrations leveraging APIs