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Senior Solution Architect
Brand: SumTotal
Req#: 485984
Updated: 12/18/2018
Job Type: Regular
Location: Remote US - Works From Home
Category: Sales
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Job Description

POSITION DESCRIPTION – SumTotal


Position Title

Solutions Architect

Reports To

Director, Solutions Architect


Location

Singapore

Revised Date

September 2018


Position Overview

The Solution Architect (SA) is an integral member of the SumTotal sales organisation.  The Solution Architect is responsible for supporting the sales cycle of new business and key renewal opportunities by strategising with the Customer Sales Director (CSD) on sales strategy and product fit, configuring and performing product demonstrations in response to customer needs, managing pilots and to set appropriate expectations during the sales cycle to ensure customer satisfaction whilst supporting other processes in the sales cycle as appropriate.

Position Responsibilities

·         Drive and adhere to the SumTotal Strategic Preparation Process.

·         Research and understand the prospect’s business to better consult with the sales team on sales strategy and presentation.

·         Develop and deliver custom demonstrations, evaluations, pilot requests and presentations that illustrate SumTotal’s ability to enhance customer and prospects business operations.

·         Respond to prospect’s or customer’s concerns during meetings by articulating clear and concise information on the benefits of the SumTotal solutions.

·         Present SumTotal’s technical architecture and hosting capabilities as it relates to the customer’s and prospect’s environment and technical requirements.

·         Support our Customer Sales Directors throughout the RFI/RFP process including RFP strategy, review of RFP team’s response, follow-up questions, preparing and delivering customer presentation as appropriate to create answers that provide value and benefits to our prospects.

·         Conduct regular prospect planning sessions with CSDs to identify ways to support the progression of the sales cycle for key opportunities.

·         Manage the end to end customer solution experience from pre-sales to consultation to solution implementation.

·         Support assigned regions in quarterly initiatives to help drive forecast pipeline such as creating email templates, customised sites, processing registrations, running reports, etc.

·         Provide Project Management expertise for Pilots relating to site builds, site configuration, kick-off, and results and reporting. 

·         Maintain knowledge of how SumTotal content can integrate into third-party LMSs and talent systems.  This includes being able to discuss and demonstrate the user experience and best practices for viewing SumTotal content in third-party systems.

·         Responsible for documenting and transferring key prospect information to the services team when a contract is signed.

·         Maintain industry knowledge and trends relating to implementation, e-learning technologies, end-user and LMS technologies.

·         Maintain knowledge and skills, through ongoing training in SumTotal product areas including platform, content and building a basis understanding of Skillsoft products.

·         Contribute to the ongoing improvement of process efficiencies.

·         Enter key prospect activities and opportunity progress SFDC.

Position Requirements

  • Bachelor’s degree in a Business or Technical related field.
  • A minimum of 5 years’ experience in a Pre-sales or Solutions Consultant role within the software industry.

·         A track record of partnering with Sales in achieving/exceeding sales targets.

  • 2-4+ years of experience in the Human Capital Management (HCM) industry.
  • Relevant hands-on experience using SQL Server, Oracle, and Stored Procedures.
  • Basic programming experience using at least one of the following: HTML, Java/Javascript, J2EE, Web Services or .Net.
  • Experience with image editing and creation tools.
  • Self-motived individual with a passion for and strong capability with technology.
  • The ability to operate with a sense of urgency, be assertive, competitive, and demonstrate a positive, winning attitude.
  • The ability to clearly articulate the company's offerings and develop solutions for customers and prospects.
  • Strong stakeholder management skills.
  • Exceptional overall communication skills a must.
  • Experience using Salesforce and other digital business tools.

·         Field based employee required to travel 50% of the time.

Acknowledgement and Agreement

I have carefully and thoroughly read the Position Description for the role of Solution Architect.  I agree, without reservation, to abide by the requirements and responsibilities of this role.

I take responsibility and will ensure to keep my position description updated and will review this document on an annual basis.

Over a period of time if the requirements and responsibilities of my role change I will work with my manager and HR to amend my position description.

 





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