Description:
Work closely with Sales Account Manager to develop business opportunities, analyze customer requirements, and provide consultative selling skills in complex technical environments. Establish working relationships with key Business Managers and IT Managers and staff in the customers’ organizations, assisting them to integrate HPC technology effectively into their various IT environments.
Maintain a strong understanding of competitive products and HPC industry/market trends. Take ownership for all technical aspects of the account relationship and management. Ability to translate technical product features, attributes and implementations to meet customer business needs. Able to scope projects, able to describe project phases and do a high level implementation plan.
The position of Solution Architect is a challenging position requiring strong IT system infrastructure and domain/application knowledge as well as technical delivery skills.
Able to create RFP/RFI responses which describe a solution to client business problems. This solution is a combination of products and services.
Has customer management and communication skills enabling the Solution architec to describe the solution to customer management in business terms.
Has high level Project Management skills, with ability to describe major project implementation phases
Discuss potential sales opportunities with Account Manager, and perform technical analysis and qualification of potential customer projects, often on-site with the customer
Design and conduct product presentations and demonstrations as well as question & answer discussions with the customer’s technical staff at increasing levels of complexity. Participate in a similar fashion in trade shows, seminars, and training events.
Visits and keep necessary contact with prospects and customers – with or without the Account Manager, discuss current and new-release product features and uses.
Propose Support Services and Consulting Services to customers who need assistance to resolve challenging problems and build solutions of demanding complexity. This includes generation of Project Plans (Schedules, Budgets, Estimates) and Statements of Work (SOW).
Provide product feedback from customers to Product Marketing and Product Management, and technical feedback to Support in aid of problem resolution and avoidance.
Manage customer expectations so as to ensure maximum satisfaction with products and services.
Additional Information:
Understanding business and technical processes in target verticals; broad understanding of relevant applications
High level project management and customer management skills.
Exposure to product marketing, sales process and ability to identify sales opportunities
Understanding of following areas will be considered an asset:
-Grid Computing
-Parallel File systems
-Cloud Computing
-Virtualization
-Enterprise Data Center automation tools
-Infrastructure architecture to support Enterprise Analytics application
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