Solution Architect

US-TX-San Antonio | US-Remote
Category
Sales Engineering

Overview & Responsibilities

We are currently seeking Solution Architects to join our team full time at Rackspace.  

 

PRIMARY RESPONSIBILITY: 

  • Applies an advanced knowledge of business acumen, technical knowledge and solutioning principles to a variety of sales opportunities with moderate to high MRR.
  • Provide technical pre-sales and post-sales support for all facets of the entire Rackspace Enterprise Application Services product line for prospective and existing customers.

  • Participate in customer facing meetings to determine business and technical requirements that will be used in developing solutions.

  • Provide technical product expertise during meetings to prospective and existing customers, advising on deployment architectures, and handle in-depth technical questions during sales meetings and calls with the goal to build long-term business relationships and become a trusted advisor.

  • Articulate value proposition, present product information, and build value throughout the sales process to all departments of the customer's organization in support of the selection of Rackspace Enterprise Application Services.

  • Provide technical and liaison services for Rackspace Enterprise Application Services relating to implementation, configuration, performance monitoring, tuning, and customer production cutover.

  • Contribute to sales process improvement, including developing knowledge bases, creating sales tools and mentoring other Sales Engineers

  • Responsible for pricing of the solution based on requirements. This includes working with price lists, bundles, and obtaining special approvals for discounting, product deviations

  • Provide assistance with purchases and procurement related to solutions. 

 

KNOWLEDGE/SKILLS/ABILITY:

  • Proven extensive technical knowledge with ability to quickly learn new concepts.  
  • Maintains thorough knowledge of the entire Rackspace portfolio and is a subject matter expert for a section of the portfolio (Enterprise Application Services). 
  • Demonstrated success in positioning Rackspace against competitor offerings. 
  • Helps refine value proposition of products and services to maintain Rackspace competitive edge.
  • Thorough knowledge of Rackspace support and sales processes with demonstrated success in closing complex business (multiple customer touch points and month+ sales cycle).
  • Ability to help navigate significant deals around internal obstacles to ensure revenue realization. 
  • Engages process owners to continually improve pre-sales and implementation customer experience. 
  • Excellent attention to detail, communication skills (written and verbal) and interpersonal skills. 
  • Ability to prioritize deals, training, and initiatives through highly effective time management. 
  • Excellent problem solving, analytical, presentation, and whiteboarding skills.
  • Track record of success working through technical challenges within enterprise organizations. 
  • Track record of success dealing with ambiguity (internal and external) and working collaboratively with other departments and organizations to solve challenging problems. 
  • Strong knowledge of technology and industry trends that affect hosting decisions for enterprise organizations.

 

JOB COMPLEXITY:

  • Leverages training, education, and previous experience to gather customer requirements, respectfully challenge customer assumptions, and translate into a Rackspace supportable solution. 
  • Occasionally leads customer workshops to define broader hosting and cloud strategies. 
  • Primary technical contact on specific opportunities of moderate to high complexity while also providing guidance and thought leadership during the sales process. 
  • Participates and leads customer calls and face to face meetings. 
  • In close collaboration with the sales team, will occasionally lead customer engagements. 
  • Evaluates customer needs and influences direction of solution design beyond immediate opportunity. 
  • Advanced understanding of the tools of the solutioning trade (Salesforce, Proposal Tools, Technology Sizing Tools).   
  • Responsible for associated activities such as capturing notes and activities in Salesforce and managing deal pipeline.  
  • Proficient with advanced reporting functions of Salesforce. 
  • Proficient in assisting sales team in soliciting buying signs and compelling events.  
  • Identifies decision makers and builds extensive networks to help facilitate lead generation, with an emphasis on technical influencers.  
  • Foresees potential technical and business customer objections early in the sales cycle.  
  • Overcomes concerns and lowers customer risk to selecting Rackspace. 
  • As a Trusted Advisor, with deep understanding of the customer's business, uncovers both overt and latent pains. 
  • Develops deep relationships with Rackspace sales and support teams to deliver advanced strategic account planning including methods for generating additional business opportunities and cross-selling within an organization.

Qualifications

EXPERIENCE/EDUCATION:

  • Bachelor's degree in Engineering, Computer Science, Information Systems, or Business required. 
  • Requires 7+ years solutions engineering experience with proven track record. 
  • Strong infrastructure/managed hosting, cloud(Amazon/Azure experience), good understanding of hosting ROI analysis, at least 3 years of Solution Architecture experience or equivalent in architecting complex solutions.
  • Must have solid experience with ERP (SAP/Oracle EBS/PeopleSoft)
  • Advanced Sales training (Sandler, John Care) & advanced technical training on one specific technology or application within the Rackspace portfolio required.   
  • Business focused and Rackspace product certifications highly desired. 
  • Experience may substitute for the degree requirement at a rate of 3 years experience for 1 year of education. 
  • High school diploma or equivalent required.

 

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