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Pre-Sales Solutions Architect

I. Purpose of Position
Responsible for pre-sales initiatives, such as understanding customers' needs, using GTT's building blocks to architect customer-specific solutions and presenting/clarifying the technical aspects of GTT's solutions to customers' IT departments. Acts as primary technical resource for the sales team, pulling in other technical resources as needed. Ultimately, this position is responsible for actively driving and managing the solution evaluation stage of the sales process, working in conjunction with marketing, client services and as necessary development, to drive development of a thorough "solution summary," which enables completion of the proposal. Once the proposal is ready for presentation, assists sales in presenting the technical aspects of the proposal where needed. Serves as a key voice of the customer and relays all pertinent market feedback to product management.
II. Key Responsibilities
Demonstrate the value proposition of Opticom solutions through customized product demonstrations.
Through client engagement, understand and document the client's technology and traffic infrastructure and in conjunction with product management and product development, identify a client-specific solution, including a viable integration path with existing client infrastructure and equipment.
Identify all technical issues with assigned accounts, ensuring the highest level of customer satisfaction through all stages of the sales process.
Act as the key conduit between the field and product management/product development/client services with regard to new innovations, features, methods, etc.
Assist in responding verbally and in writing to functional and technical elements of RFIs/RFPs. Serve as a first reviewer of prepared proposals.
Understand and articulate the benefits of Opticom solutions to all levels in a client organization.
Project manage the pre-sale activities related to defining and documenting the solution and ensuring all internal and external resources are aligned to close sales opportunities.
Actively engage with the client and all internal and external resources during the deployment process to ensure the success of the project.
Leverage and improve pre-sales processes. Work with other sales engineers and cross functional teams to refine or generate pre-sales tools and processes to improve solution scoping and proposal delivery time.
III. Relationships
Interacts with all sales personnel.
Product development personnel to understand technology and architect solutions.
Product management for development requests/timing, to assist with sales training and to propose new development ideas.
Client services, to bring clarity to what was proposed and to assist wherever needed to ensure flawless execution of solution deployments.
Develops strong relationships with customers at their operational, senior and executive levels.
IV. Measures of Performance
Proposal response times - key here is to articulate the solution summary timely and completely.
Bookings vs. Plan/FC.
OP - key is efficient integration and deployment by completely understanding the customer's expectations and infrastructure and then documenting the solution.
Customer satisfaction survey results.
V. Background and Skill
B.S. degree in Engineering or related field.
5 years of experience in a Solutions Engineer / Application Engineer / Consultant role.
Strong software solutions & product demonstration experience is required.
Strong client facing communication and relationship building skills.
Demonstrated ability to understand complex client side business challenges and experience presenting simplified solutions.
Proven ability to be a self-starter and multi-task in a high energy environment.
Strong organizational and task-management skills.
Ability to travel up to 60% of the time.
Must office in Saint Paul, MN.
VII. Personality Trait Profile
Driven to understand technology environment.
Detailed and thorough, driven to dot the I's and cross the T's - anything short results in failure somewhere in the process.
Outgoing, can connect with all levels of a client.
Collaborative, brings people together to solve problems.
Process oriented, can improve efficiency by standardizing work and generating new processes.


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