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Solutions Architect

Company: ATSG
Location: New York
Posted on: March 28, 2020

Job Description:

Position Summary The role of the Senior Solutions Architect is to support ATSGs sales teams in driving client Project (servicesproduct) sales and in generating new Managed Services monthly reoccurring revenue (MRR). This is accomplished by providing pre-sales support in close collaboration with Sales, Sales Operations, internal technical SMEs and ATSG management as well as vendors and services partners. This position has a significant impact on new business generation and company profitability. The Senior Solutions Architect will develop and apply deep subject matter expertise and focus within a specific workload, with complementary breadth across solutions, and will focus primarily on larger, Enterprise level customers. Specific Responsibilities Duties The Senior Solutions Architect will perform a wide range of duties to support business development efforts, inclusive of the following Support Sales Participate in client calls, conferences and meetings Lead technical discussions, presentations and briefings and, where properly qualified, deliver product demonstrations Understand the clients current and desired state Deliver discoveryscoping engagements interview and collect requirements directly from customersprospects Define and develop the recommended solution(s) Understand the clients technology footprint and map account against ATSG solutions catalog to assist Sales with upsellcross-sell across the portfolio Serve as Technical Strategy Architect for assigned major accounts, and develop Trusted Advisor relationships Prepare Proposals and SOWs Prepare Bills of MaterialQuotes, Pricers, Proposals, Presentations and Statements of Work (SoWs) for projects and managed services Assist Sales with moving proposals through internal review and revision process, maintaining accuracy, integrity and profitability of the solution Assist Sales in preparation of RFP and RFI responses and supporting documentation (questions, presentations, etc.), as part of an assigned response team Assist PMOSales with creating Change Orders for existing customers Develop solutions within departmental SLAs Develop solutions within targeted profitability levels Build and Maintain Expertise Obtain baseline certifications, partner specializations and advanced level industry-standard certifications within management-specified technology as well as utilize partner configuration tools maintain and continually advance certifications Maintain and enhance product and solution knowledge as a subject matter expert in defined, targeted fields Maintain knowledge of industry trends, new solutions, and competitive landscape Develop and apply Solution Selling expertise to assist Sales in closing business and moving customers through sales process Contribute Internally Ensure a smooth handoff on closed projects and services to service delivery (rediTech andor rediManage plus PMSDM) Assist account managers and staff with an understanding of ATSG and vendorpartner offerings, and deliver training and workshops for internal staff to support Sales and Technical readiness Coordinate with Sales Operations for Pricing (including assistance with Vendor Deal Registrations and Incentives) Maintain Internal and PartnerVendor systems data, including SA Request and SalesForceCRM systems, and centrally store all work product in designated systems Assist in development and refinement of ATSGs Solutions Catalog, and assist with the development of new offerings Qualifications Experience Minimum of ten years of IT implementationsupport service experience, plus a minimum of five years of IT sales support, solutions architecture andor account management experience in Enterprise environments Strong Experience with Cisco, Microsoft, VMware andor Citrix solutions, as well as related ecosystem, with a primary focus on one major solution stack. Applicable certifications (Microsoft Certified Architect, Cisco Certified Design Professional, etc.) are highly desired. Creative problem solver, an entrepreneurial thinker with technology and business acumen Proven track record in structuring and helping to close large, complex Enterprise deals Effective interpersonal and presentation skills, including the ability to interface with C-level contacts and diverse business and technical audiences Strong attention to detail, ability to deliver complex work product with a high level of accuracy and thoroughness Independent, self-managing worker with strong ownership, organization, responsiveness, and follow-through Sense of urgency and client focus, with ability to multi-task in a fast-paced environment Well-developed written communication skills, including proposal development and technical writing, with demonstrated ability to structure thoughts and content in an organized and persuasive manner Proven ability to collaborate and partner with internal and external colleagues and stakeholders, at all levels and varied roles Advanced Microsoft Word, Excel, PowerPoint and Visio skills required Microsoft Project and SalesForceCRM skills highly desired Experience working in a dynamic and growing environment, and resolving areas of uncertainty Bachelors Degree (B.A. or B.S.) highly desirable Experience with architecting and selling Managed Services opportunities highly desirable Experience with financial modeling is desirable Experience developing responses to RFP, RFI, and other inquiries in a highly technical, complex, custom solution environment highly desirable

Keywords: ATSG, New York , Solutions Architect, Other , New York, New York

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