Solution Architect, Data Services

Solution Architecture Remote, United States Austin, Texas San Antonio, Texas


Description

The Solutions Architect, Rackspace Data Services will serve as a thought leader and evangelist for the full Data Services Portfolio, with specific emphasis on the DBaaS, Data Analytics and AI/ML. This is a solution pre-sales role that places significant emphasis on consultative engagements with a wide range of customer stakeholders; Business Owners, Business Analytics, Data Engineering teams, Application Development, End Users and Management teams.

Successful candidates will be adept at evangelizing the Rackspace Data Services 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 data transformation or modernization.

PRIMARY RESPONSIBILITIES:

  • Provide technical pre-sales and post-sales support for Rackspace’s Data Services across Managed Services and Professional Services offerings across the entire Data Services Stack
  • Support Rackspace Data Services Product Team in gathering customer feedback on Rackspace’s offerings to help shape the product road map.
  • Act as a bridge between Rackspace managed infrastructure services and Rackspace Data Services for Service Delivery Teams
  • Architect infrastructure architectures according to vendor and Rackspace best practices (Visio/Lucidchart Diagrams with configuration provided in the form of AWS/Azure/GCP Calculator)
  • Lead efforts for customer proposal authoring with Rackspace mainline sales reps and solution engineering support
  • Support the development of Rackspace Professional Services for Data Transformation by gathering customer requirements, building estimates (With support from service delivery resources)
  • Applies advanced knowledge of business acumen, technical knowledge and solutions 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 Data 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.
  • Contribute to sales process improvement, including developing knowledge bases, creating sales tools and mentoring other Sales Engineers
  • Responsible for the pricing of the solution based on requirements. This includes working with price lists, bundles, and obtaining special approvals for discounting, product deviation. Provide assistance with purchases and procurement related to solutions.

KNOWLEDGE/SKILLS/ABILITY: 

  • Ability to design custom solutions based on the Databases, Data Analytics and AI/Machine Learning services on AWS, Azure, and GCP 
  • List of technologies covers the spectrum from relational databases to NoSQL databases like MongoDB, Cassandra, DynamoDB, CosmosDB, BigTable to Cloud Datawarehouses like Redshift, BigQuery, and Snowflake.  Transformation tools covering Spark, AWS Glue, Azure Data Factory, and Google Data Flow. Knowledge of BI/Analytics tools and AI Platforms like Sagemaker, GCP AI Platform and Azure Machine Learning Services.  
  • Knowledge of key 3rd party ETL/ELT and data governance tools 
  • Proven expertise in leveraging modern database technologies to power custom applications. 
  • Knowledge and experience levering different technologies to integrate and transform data from disparate data sources while preparing for analytics. 
  • Demonstrate strong capabilities in leveraging AI and ML against data to provide predictive analytics. 
  • Proven extensive technical knowledge with the ability to quickly learn new concepts.   
  • Ability to manage multiple customer opportunities with competing priorities and leverage existing team members to help manage workload. 
  • Maintains thorough knowledge of the entire Rackspace portfolio and is a subject matter expert for a section of the portfolio (Rackspace Data Services).  
  • Demonstrated success in positioning Rackspace against competitor offerings.  
  • Helps refine the value proposition of products and services to maintain Rackspace's competitive edge. 
  • Thorough knowledge of Rackspace support and sales processes with demonstrated success in closing complex business (multiple customer touchpoints 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 of 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 the 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 the deal pipeline.   
  • Proficient with advanced reporting functions of Salesforce.  
  • Proficient in assisting the 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 a 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. 

EXPERIENCE:

  • Requires 9 - 11 years of solutions engineering experience or specialty domain experience with a proven track record.
  • Prefer Sales training & advanced technical training across multiple technologies within a single domain (Cloud, Security, DevOps, etc.).

EXPERIENCE:

  • Bachelor’s degree in Engineering, Computer Science, Information Systems, or Business required. Experience may substitute for the degree requirement at a rate of 3 years of experience for 1 year of education.
  • High school diploma required.
CERTIFICATION:
  • At least TWO industry certifications required: Linux+, RHCSA, RHCE, MCSE, MCSA, MCITP, CCNA, OpenStack, Cloud Savvy.
  • At least ONE top tier technical certifications in a highly desired technology domain. Additional Business focused and Rackspace product certifications highly desired.  

KEY PERFORMANCE INDICATORS & OBJECTIVES: 

  • Increase both direct and alliance generated pipeline for Data Services Portfolio  
  • Achieve Data Services 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 Data Services Portfolio; improve market awareness and coverage  
  • Ensure that regional requirements are adequately represented within Data Services product roadmap 
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