Job description
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. We are a team of over 5,000 colleagues across 70+ countries who value inclusion, integrity, and innovation. Our size means everyone has an impact and every voice is valued.
We are big enough to compete and small enough to care.
Be you, join us.
As a Pre-Sales Senior 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 Two Business Units
Integration & API (webMethods & webMethods.io)
Data Integration(StreamSets)
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.
- Keep up to date with any new Software AG solutions across the business units. Understand functionality and interoperability of Software AG components.
- 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
Skills
ABOUT YOU
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 Software AG’s Products including internal Architecture, with an ability to leverage these in the sales cycle.
- Strong experiences with implementation of Software AG technologies 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.
- Strong understanding and speaking knowledge about Software AG's platform or related platforms in the market
- Lead customer and internal Technical and Business meetings to guide attendees to a common goal.
Education And Experience
- BS Degree in Computer Science, CIS, Informatics, Mathematics, Engineering
- 8+ years practical architecture and design with Integration, B2B & API technologies
- 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, cloud architectures and distributed computing
- Competency in various languages (e.g. Java, C/C++, Node.js, Python, R, Swift, .NET)
- Integration Experience with a wide range of applications & SaaS (e.g. ERP, CRM, Salesforce, Adobe, SAP, ServiceNow, Snowflake, etc)
- Experience with Business Infrastructure concepts and technologies (API, SOA, Microservices, ESB, SOAP/REST, Docker, Kubernetes, VMWare, Azure, GCP, AWS)
- 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?
- Earn competitive total compensation and receive comprehensive country-specific medical and other benefits.
- The salary range for this role is $198k to $235k OTE
- 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.
- Prioritize yourself during our monthly Meeting Free Mondays by participating in our instructor-led or self-paced learning opportunities to help you reach your career goals.
- Lean on the Employee Assistance Program for support during some of life’s most common but difficult challenges.
At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.
We believe that diversity, equity, and inclusion is critical to our success as a global company, and we seek to recruit, compensate, develop, promote, and retain the most talented people from a diverse candidate pool.
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It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant’s or Employee’s age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.
Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status. It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant’s or Employee’s age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.
Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status. It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant’s or Employee’s age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.
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