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Senior Solutions Architect

1 month ago

Bengaluru, Karnataka, India ePlus Full time
Overview

As a Senior Solutions Architect at ePlus, you will serve as the technical lead and sales engineer for our targeted product and service solutions, supporting our regional sales team to drive revenue creation and capture within our customer account portfolio. You will have the opportunity to work with our master architects, engineers, and consultants to understand our clients' needs and craft sustainable IT roadmaps to get them there.

Key Responsibilities

Provide technical expertise to sales teams and customers on designated solution focus areas
Establish credibility and trusted advisor status with ePlus' sales team and customers
Conduct customer-facing presentations on ePlus' core competencies and technical solution offerings for assigned accounts and focus areas
Assist sales team with overall account planning as it relates to technical aspects of hardware, software, and services opportunity qualification and development
Complete and author technical sections for RFP/RFI/RFQ responses
Assist sales team with identifying and capturing customer business and technical requirements during the sales cycle and determining ePlus' recommended solution
Develop and finalize solution architecture/design and detailed line item configurations and/or bill-of-materials (BOMs)
Develop and finalize solution proposal and/or presentation of recommended solutions
Lead technical scoping/reviews with sales team and customers for Statement of Work (SOW) generation, planning, and designing solutions for complex multi-vendor solutions
Function as a subject matter expert (SME) for customer technical staff regarding proposed solution and its design, configuration, implementation, and testing specifics
Function as technical liaison and ePlus ambassador with field OEM channel sales and technical teams
Assist sales team with mentoring of junior account managers as it relates to overall opportunity management and technical solution set
Conduct knowledge transfers with solution architect colleagues and service delivery team regarding solution and OEM product updates/changes, lessons learned from previous engagements/experience, etc., as relevant
Assist sales team in dealing with customer satisfaction issues surrounding technical aspects or approach of a recommended solution
Assist in developing a get well plan, as appropriate
Identify product or services candidates to sales and services management as new solution areas for ePlus to potentially develop or invest
Complete training and maintain OEM certification(s) as requested and approved by management, in accordance with assigned focus area
Be proactive in highlighting and suggesting areas for improvement in the regional procedures, structure, reporting, etc.
Propose ideas and solutions to help improve functional areas
Ensure appropriate coverage for in-process and new solution sales cycle opportunities while out of office for training, vacation, PTO, etc.
Participate in weekly pre-sales engineering conference calls
Review current pipeline and forecast potential revenue, win probability, and estimated date of completion, on a weekly basis
Complete administrative tasks (expenses, time reporting, pipeline) in a timely fashion
Conduct ePlus-branded lunch and learns with customers and identify sales opportunities, as requested by management

Requirements

Bachelor's degree or applicable work experience
Certifications in applicable technology preferred
Two or more years of experience in designing or implementing complex network or systems/storage solutions
Three or more years of experience in providing pre-sales engineering support
Network engineering or systems/storage engineering, preferably with one or more of: Cisco, HP, NetApp, VMware, Symantec, Microsoft
Pre-sales support
Excellent oral, written, and presentation skills
Strong attention-to-detail