Job Description

Title Solutions Architect - StorageThe position requires a technologically competent individual with proven ability in a pre-sales or sales consultative capacity. The incumbent will be a customer-focused technical sales professional who will provide high level support and guidance to customers, becoming their trusted technical advisor. The role requires collaboration with the Account Manager to recommend and develop appropriate customer solution offerings.The successful candidate will be expected provide an architectural perspective across the ADB Storage and Compute product portfolio and leverage their specialization for specific opportunities. To be involved with GTM product development and driving new business.The position requires a technologically competent individual with proven ability in a pre-sales or sales consultative capacity. The role will be a customer-focused technical sales engineer.To work effectively with the key stakeholders across the Infrastructure practice and sales teams within ADB to effectively lead the aligned pre-sales engagements to successTo engage with CxO level stakeholders at prospective clients in advisory capacity to deliver high impact solution-shaping workshopsAnalyse customer business problems, elicit functional and non-functional requirements, and formulate actionable strategies to solve customer challenges by leveraging existing offerings or through the creation of new offeringsProducing compelling value propositions and customer solutions, throughout the sales lifecycle, owning the Hybrid Cloud Infrastructure elements of formal RFI/RFP and client conversations / presentations as requiredBe fully mobile and support sales teams in client presentations and meetings, supporting the proposed technical solutionsWorking with the sales teams, contributing to sales and margin target achievements on assigned pipeline opportunitiesThe ability to lead workshops and brainstorming sessions designed to identify and plan high value strategic solutionsEnsuring ADB quality and efficiency practices are adhered toMaintain technology and market awareness to ensure the production of relevant customer propositions and offeringsAchieve and maintain OEM PreSales certifications as required by ADBMain Tasks:Provide technical assistance and guidance during pre-sales process by identifying customers technical and business requirementsEngage customers face-to-face (own transport essential) or via collaborative tools and technology such as Microsoft Teams.Consult with technical teams regarding capabilitiesSupport account managers and partners on proposed activities.Accurately qualify opportunitiesProactively generate leads through customer engagementsDefine customer business problem in a technical contextDefine solution options and articulate the benefits of a solutionDevelop presentation material and present proposed solutions to customerCreate Visio diagrams and solutions overview documentation, explaining the proposed solutionEffectively listing all applicable exclusions and assumptionsThoroughly assessing environment compatibility, to eliminate potential implementation issuesEducation Required:Industry related certifications - NetApp, Pure Storage, Huawei, Dell, X-Fusion, H3CVendor related certifications such as NetApp, Pure Storage, Dell, X-Fusion, H3CCompetency with Microsoft Word, PowerPoint, Excel and Visio will be required for creating proposalsExperience Required:8 to 12 years PreSales Experience with a systems integratorEssential Competencies:As a customer facing role which includes traveling to customers, the candidate will be required to have an outgoing personality as well as technical acumen to compile solutions with fine attention to detail. The candidate has to be a team player as well as being able to work autonomously to create solutions.The role requires to work with closely vendors, suppliers and ADB PreSales and ADB technical to provide speedy turnaround of solutions and proposals.The ideal candidate will be an experienced in Pre-Sales with a proven track record of winning business and guiding clients through the entire client acquisition process.Requires 8-12 Years of experience in end to end pre-sales on high net worth deals and comes from Solution Owner / Enterprise Architecture backgroundIdeal Competencies:Experience in Pre-Sales, ability to understand customer pain points, requirements and translate these into a winning solution approach, responding to RFPs for infrastructure and cloud solutions and servicesStrong client facing and communication skills and capable to independently think, conduct customer workshops articulate and comprehend customer pain points in technology and commercial areas for providing solutionsHands-on Public/Private cloud infrastructure design and deployment experience in enterprise organizationsGood knowledge towards cloud transformation and migration engagements.Excellent understanding of various cloud technologies- Azure, AWS , and VMWare on AWSProven track record and accurate solutions estimations in:Data Centre and Storage solutionsBackup SolutionsHyperconverged SolutionsCloud infrastructure design - including network topology and security considerationsAutomation and Configuration managementCloud consumption and economicsExcellent soft-skills particularly in client expectation managementAbility to articulate to both technical/non-technical stakeholders for RFPs and customersVendor Interactions (NetApp, VMWare, Veeam, Nutanix, Cisco, Pure Storage, and others)Good understanding of various IaaS platforms including Virtualisation (VMware, Hyper-V, Openstack etc) as well as other public/private and hybrid cloud technology stacks (e.g. Hyper -converged systems, Azure Stack,).Good understanding of software-defined infrastructure for different OEMs , like Cisco, DELL -EMC , VMWare, NetApp etcGood Multi Operating System /Hypervisor knowledge: Windows, Linux OS , ESXi , Hyper V services along with storage management, SAN, NAS, Backup , Security, etc)Experience architecting or deploying Cloud/Virtualization solutions in enterprise customers.Outstanding presentation and communication skills, especially with senior level stakeholdersExperienced in eliciting requirements from formal and informal documents and conversationsExperience mapping RFI/RFP requirements to Services, Solutions and OfferingsExperience scoping, defining and commercializing value propositionsAbility to collaborate across the business where requiredBe proficient in assessing options (e.g. risk, performance, cost-benefit) and informing decision-makers with persuasive visualisations based upon assessment outputs.Experience architecting or deploying Cloud/Virtualization solutions in enterprise customers.A solid foundation in developing innovative GTM propositions, Customer Solutions, commercial proposition are key pre-requisites.Advantageous Competencies:

• Previous PreSales experience in the ICT sector with have working knowledge of vendors and suppliers.

Additional Requirements:

• Drivers License and own transport

Education National Diploma: Information Technology (Required)Languages English

Altron