Pre-Sales Consultant (ARIS)

Application Deadline :

09 / 30 / 2024

Internal Job Title : Solution Architect

Software AG simplifies the connected world. Founded in 1969 it helps deliver the experiences that employees, partners and customers now expect.

Its technology creates the digital backbone that integrates applications, devices, data and clouds; empowers streamlined processes;

and connects things like sensors, devices and machines. It helps 10,000+ organizations to become a truly connected enterprise and make smarter decisions, faster.

Our story goes beyond technology. We put people first employees, customers, and partners. We build strong teams and cultivate relationships that last.

We provide incomparable products, solutions, services, and technical excellence for our customers.

Be you, join us .

We are currently seeking a Solutions Architect to join our team.

This is a remote role available in the following regions-

Westcoast

Southeast / Mid-Atlantic

Northeast

Northwest

Central

ABOUT THE JOB

As a Pre-Sales Solutions Architect (SSA), you will work with existing customers, prospects and partners to architect solutions using Software AG capabilities.

The Senior Solutions Architect exhibits a high level of consulting maturity, hands-on technical know-how, operates independently in pre-sales activities and has the proven ability to solve customer problems and have conviction in presenting solutions.

The Senior Solution Architect will learn and represent the highest degree of solution architecture and technical expertise within the Software AG products, primarily across the ARIS solution stack

ARIS process modelling and business process analysis

ARIS process mining and task mining

ARIS Objectives :

Prospect Qualification : The SSA aids in qualifying prospects to assure they are well-aligned with Software AG’s solution capabilities.

Presales Lifecycle Management : The SSA provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.

Account Management : The SSA owns key accounts from a technical perspective, and in some ways from a business perspective to identify ongoing opportunities and guide business users in the implementation of complex business solutions.

Become a Trusted Advisor to existing customers, prospects and partners through interactive engagements within our regional labs, meetups, conferences, and meetings.

Essential Job Functions

Prospect and Customer Facing

Own and progress opportunities through the qualification, definition, proof / evaluation, proposal and closure stages of the sales cycle with attention to timelines.

Respond to the functional and business requirements and capabilities sections of RFI / RFPs

Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with Software AG’s go-to market capabilities.

Listen, understand, and analyze the prospect’s business requirements and compose, validate, and present the best possible Software AG solution

Define POC / POV or custom demonstration scenarios and map functions of Software AG capabilities to prospects’ needs

Lead teams of Systems Engineers on implementation of POC / POV’s and custom demos. Ensure the demonstration fulfills the prospect’s requirements and highlight and differentiate Software AG’s capabilities.

Define the prospect’s target architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect’s target architecture.

Prospect, Customer, and Partner Technical Liaison

Establish trusted relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.

Participate on meetings and conferences with customers and partners to serve as a liaison between Software AG internal organizations such as Technical Support, Customer Success and Product Development.

Internal Facing

Engage with Product Management to participate in the authoring of early-stage materials (presentations, solution white papers, customer success stories, and marketing slicks) and related business solution demonstration scenarios that highlight Software AG’s capabilities.

Advise internal senior management on the technical and business strategy within active deals.

Maintain alignment with Marketing and Product Management of existing and future platform capabilities and help drive product innovation.

Collect and communicate competitive intelligence from the field

Be a Go-To Person on competitive information for Products and Verticals

Exchange best practices and share knowledge within SA and SE Community

Guide Solution Architects and SEs in Technical and Business situations to become more effective in handling objections and customer challenges

ABOUT YOU

Skills

Customer-Oriented Skills

Experience engaging with senior leaders (CxO & Director level) on various solutions and business problems. Able to listen and analyze a prospect’s requirements and present to a compelling business value message of a solution

Demonstrated ability to present technology solutions to executive levels with a focus on solution selling

Provide presales support to the largest, most well-qualified deals

Ability to craft, review and augment Proof of Concept documents, SOWs, and various project plans involving Software AG technologies.

Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources.

Able to work independently and multi-task while managing multiple customers at a time

Ability to guide and consult customers on various levels of the organization.

Business and Leadership Skills

Demonstrate a team attitude and leadership

Ability to act as a mentor due to outstanding character, judgment and knowledge

Excellent written and verbal communication skills

Proven ability to manage time and deliver on deadlines

Experience developing and presenting clear and concise product briefings Proven ability to unearth business requirements & Drivers

Proven ability to map business drivers & initiatives to technology offering & differentiators

Able to lead teams of Systems Engineers on Proof Of Concepts, Solution / Architecture Planning and custom demos.

Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges

Technology and Consultative Skills

Strong understanding of ARIS including internal Architecture, with an ability to leverage these in the sales cycle.

Strong experiences with implementation of ARIS products in customer projects or Proof of Concepts.

Provide planning, architecting and managing of solutions to highly complex problems and challenges

Expert in providing best practices to customers and helping with IT Strategy and implementation planning capacity, servers, deployment etc.

Lead customer and internal Technical and Business meetings to guide attendees to a common goal.

Education and Experience

8+ years practical enterprise architecture and project portfolio management

3+ years in Consulting management role including, business development, mentoring, technology solutions development and relationship management

Excellent verbal communication, written communication, and presentation skills

Understanding of business application landscapes, architectures, portfolio management, IT Planning and IT GRC

Competency in various frameworks such as TOGAF and Archimate

Experience with Business Infrastructure concepts and industry trends

Proven track record in handling multiple customers / opportunities at the same time and driving the opportunities to a successful sales closure.

What’s in it for you?

Compensation

The annual base salary range for this position is $110,000- $120,000.

This position is also eligible for a 33% monthly commission plan in accordance with relevant plan documents and award agreements.

Benefits

Company paid Holidays, Sick Leave, and Vacation time.

Paid Family Leave and other leaves of absence.

Community Service Day.

Medical, Dental, Vision, FSA / HSA, Life Insurance and Pet Insurance.

401(k) Plan with up to 5% employer match.

Wellness Program.

Enjoy time and location flexibility with our Hybrid Working Model, which allows a remote workshare of up to 60%.

Work anywhere in your country or abroad for up to 10 days per year.

Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment.

Lean on the Employee Assistance Program for support during some of life’s most common but difficult challenges.