Solution Architect - Sitecore Application Services

Solution Architecture Sydney, New South Wales Melbourne, Victoria


Description

The Solutions Architect, Rackspace Application Services will serve as a thought leader and evangelist for the full RAS Portfolio, with specific emphasis on the Digital, Sitecore, and DBA Services portfolios. 

 

This is a solutions pre-sales role that places significant emphasis on consultative engagements with a wide range of customer stakeholders; Application Users, Business Owners, Application Development and Management teams.

 

Successful candidates will be adept at evangelizing the RAS value proposition – across Professional Services and Managed Services; aligning it to each unique set of customer challenges and articulating the business benefits that can be delivered. 

 

A key aspect of the role is to engage with customers early in their transformation journey in order to establish Rackspace credentials as a partner that can help assess, plan and execute the required applications transformation or modernization.

 

This role will also require a component of billable time, helping ensure success of implementation projects/on-boarding customers as we build out further capabilities in region.

 

PRIMARY RESPONSIBILITIES: 

 

  • Provide technical pre-sales and post-sales support for Rackspace’s Application Services Managed Services and Professional Services offerings for Digital/Sitecore and DBA Services
  • Support Rackspace Application Services Product Team in gathering customer feedback on Rackspace’s offerings
  • Participating as a stakeholder in Rackspace Application Services product development and road mapping efforts.
  • Act as a bridge between Rackspace managed infrastructure services and Rackspace Application Services for Service Delivery Teams
  • Support Sitecore product and sales teams with joint GTM of Managed Cloud Premium as a technical pre-sales resource
  • Architect infrastructure architectures according to vendor and Rackspace best practices (Visio/Lucidchart Diagrams with configuration provided in the form of AWS/Azure Calculator)
  • Lead efforts for customer proposal authoring with Rackspace mainline sales reps and solution engineering support
  • Support the development of Rackspace Professional Services for Sitecore SOW writing by gathering customer requirements, building estimates (With support from service delivery resources)
  • Applies an advanced knowledge of business acumen, technical knowledge and solutioning principles to a variety of sales opportunities with moderate to high MRR.
  • Provide technical pre-sales and post-sales support for all facets of the entire Rackspace Application Services product line for prospective and existing customers.
  • Participate in customer facing meetings to determine business and technical requirements that will be used in developing solutions.
  • Provide technical product expertise during meetings to prospective and existing customers, advising on deployment architectures, and handle in-depth technical questions during sales meetings and calls with the goal to build long-term business relationships and become a trusted advisor.
  • Articulate value proposition, present product information, and build value throughout the sales process to all departments of the customer's organization in support of the selection of Rackspace Application Services.
  • Provide technical and liaison services for Rackspace Application Services relating to implementation, configuration, performance monitoring, tuning, and customer production cutover.
  • Contribute to sales process improvement, including developing knowledge bases, creating sales tools and mentoring other Sales Engineers
  • Responsible for pricing of the solution based on requirements. This includes working with price lists, bundles, and obtaining special approvals for discounting, product deviations
  • Provide assistance with purchases and procurement related to solutions. 

 

KNOWLEDGE/SKILLS/ABILITY:

  • Strong understanding of:
    • Azure IaaS and PaaS, AWS IaaS and Private Cloud in relation to hosting Sitecore
    • Rackspace’s managed cloud offerings for Azure and AWS
    • AWS and Azure calculator usage
    • Sitecore product knowledge (Architecture and Functionality)
    • Rackspace Application Services Managed Services for Sitecore offering
    • Sitecore project implementation and long-term support as a Sitecore Architect
  • Proven extensive technical knowledge with ability to quickly learn new concepts.  
  • Maintains thorough knowledge of the entire Rackspace portfolio and is a subject matter expert for a section of the portfolio (Rackspace Application Services). 
  • Demonstrated success in positioning Rackspace against competitor offerings. 
  • Helps refine value proposition of products and services to maintain Rackspace competitive edge.
  • Thorough knowledge of Rackspace support and sales processes with demonstrated success in closing complex business (multiple customer touch points and month+ sales cycle).
  • Ability to help navigate significant deals around internal obstacles to ensure revenue realization. 
  • Engages process owners to continually improve pre-sales and implementation customer experience. 
  • Excellent attention to detail, communication skills (written and verbal) and interpersonal skills. 
  • Ability to prioritize deals, training, and initiatives through highly effective time management. 
  • Excellent problem solving, analytical, presentation, and whiteboarding skills.
  • Track record of success working through technical challenges within enterprise organizations. 
  • Track record of success dealing with ambiguity (internal and external) and working collaboratively with other departments and organizations to solve challenging problems. 
  • Strong knowledge of technology and industry trends that affect hosting decisions for enterprise organizations.

 

JOB COMPLEXITY:

  • Leverages training, education, and previous experience to gather customer requirements, respectfully challenge customer assumptions, and translate into a Rackspace supportable solution. 
  • Occasionally leads customer workshops to define broader hosting and cloud strategies. 
  • Primary technical contact on specific opportunities of moderate to high complexity while also providing guidance and thought leadership during the sales process. 
  • Participates and leads customer calls and face to face meetings. 
  • In close collaboration with the sales team, will occasionally lead customer engagements. 
  • Evaluates customer needs and influences direction of solution design beyond immediate opportunity. 
  • Advanced understanding of the tools of the solutioning trade (Salesforce, Proposal Tools, Technology Sizing Tools).   
  • Responsible for associated activities such as capturing notes and activities in Salesforce and managing deal pipeline.  
  • Proficient with advanced reporting functions of Salesforce. 
  • Proficient in assisting sales team in soliciting buying signs and compelling events.  
  • Identifies decision makers and builds extensive networks to help facilitate lead generation, with an emphasis on technical influencers.  
  • Foresees potential technical and business customer objections early in the sales cycle.  
  • Overcomes concerns and lowers customer risk to selecting Rackspace as a Trusted Advisor, with deep understanding of the customer's business, uncovers both overt and latent pains. 
  • Develops deep relationships with Rackspace sales and support teams to deliver advanced strategic account planning including methods for generating additional business opportunities and cross-selling within an organization.

 

KEY PERFORMANCE INDICATORS & OBJECTIVES:

  • Increase both direct and alliance generated pipeline for RAS Portfolio 
  • Achieve RAS bookings and MRR targets.  Increase the win rate and accelerate sales cycles
  • Increase penetration of Enterprise sector; new customer acquisition and IB growth
  • Increase the effectiveness of sales enablement programs across the RAS Portfolio; improve market awareness and coverage 
  • Ensure that regional requirements are adequately represented within RAS product roadmap

 

 

EXPERIENCE/EDUCATION:

  • Bachelor's degree in Engineering, Computer Science, Information Systems, or Business required. 
  • Sitecore Certified Developers desirable
  • Sitecore MVP desirable.
  • 7+ years solutions engineering experience with proven track record. 
  • Strong infrastructure/managed hosting, cloud (Amazon/Azure experience), good understanding of hosting ROI analysis, at least 3 years of Solution Architecture experience or equivalent in architecting complex solutions.
  • Must have 5 years + experience with Sitecore CMS versions 6-9+ (XM and XP Highly Desirable), Sitecore Commerce experience desirable.
  • Highly motivated self-starter and team player.
  • Strong consultative selling acumen and demonstrated success in prior roles.
  • Advanced Sales training (Sandler, John Care) & advanced technical training on one specific technology or application within the Rackspace portfolio required.   
  • Business focused and Rackspace product certifications highly desired. 
  • Experience may substitute for the degree requirement at a rate of 3 years’ experience for 1 year of education. 
  • High school diploma or equivalent required.

To apply for this position, you must be an Australian Citizen or hold the right to work in Australia.

 
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About Rackspace
We accelerate the value of the cloud during every phase of digital transformation. By managing apps, data, security and multiple clouds, we are the best choice to help customers get to the cloud, innovate with new technologies and maximize their IT investments. We have been honored by Fortune, Forbes, Glassdoor and others as one of the best places to work. Join us on our mission to build the world’s best technology services company.

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