Solution Architect - Digital and Data 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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