Principal Pre-Sales Architect

Axway (North Sydney NSW, Australia) 21 days ago

In 2020, we are pursuing our ambitions to continue enable organizations' digital transformation. We are looking for a Principal Pre-Sales Architect to join Axway’s family in our office in Sydney. Are you ready ? Join us now!!!

Together we will. Together we can. Axway is an enterprise integration company that's been around for over 20 years to digitally transform enterprises of all sizes –– more than 11,000 in 100 countries at last count. Axway revitalizes heritage IT infrastructures to enable brilliant digital customer experiences, unlock new business innovation and capabilities, and put companies like yours on a secure, future-proof path for growth.

Position Overview

  • Provides technical expertise to support the sales of Axway Amplify Platform focused on API Management and Hybrid Integration
  • Collaborates between Sales, Services, Engineering, Support and Channel partners to address customer needs in a complex solution
  • Reports directly to Presales Manage

  • Focus on targeting the APIM and Hybrid Integration technology buyer role within medium to large enterprise organizations
  • Support partner sales capabilities and enable newly on-board partners
  • Demonstrate awareness of competitive products and their strategies
  • Develop and maintain subject matter expertise of Axway Amplify Platform
  • As part of a technical sales strategy, architect a solution vision and evangelize how the Axway solution can address customers’ requirements
  • Lead the exercise to assesses customers’ needs and recommend solutions that optimize value for both the customer and Axway
  • Coordinates with internal sales, sales support, service resources and Channel partners to define the complete solution design that aligns with customers’ business requirements
  • Actively pursues additional business development opportunities within existing customers
  • Monitors customer support for technical solutions proposed throughout the sales process and alerts the sales and account teams to potential risks of deal closure
  • Develops and delivers customer specific presentations, RFP solution designs, demonstrations or proof-of-concepts to showcase Axway differentiators to prospects and customers

Accountability and performance measures

  • Contribute to marketing campaigns and events
  • Maintains high satisfaction ratings from customer
  • Ensures customer success in pre and post sales
  • Contributes to Axway revenue objectives within Australia and New Zealand region
  • Contributes to Axway social media, best practice and competitive collaboration spaces
  • Maintains local Innovation Laboratory demonstrations and solutions

Organizational alignment

  • Reports to the Presales Manager APAC.
  • Works closely and collaboratively with Australia and New Zealand sales and service teams
  • This position may be assigned to support other geographies in APAC region

Minimum 8 years' experience in either pre-sales or consultancy role at the Architect level for integration/middlewar solution especially APIM technologies.

  • Familiar with DevOps integration and processes for digital business
  • Understands hybrid integration platform and cloud platforms
  • Familiar with enterprise, web and cloud security technology as well as identity management technologies including: OAuth, SAML and OpenID Connect
  • Experienced technologist, capable of being hands-on with various programming languages
  • Experience in operational analytics would be a plus

Personal qualities and behavioural traits

  • Ability to motivate self and work independently with little supervision to provide sales and consultancy support and develop sales opportunities
  • Possess excellent presentation, writing skills, communication skills, written and verbal
  • Ability to present confidentially and pitch ideas at different level of audience
  • Willingness to continuously learn and develop new skills and a professional image
  • Strong team player, curious and a fast learner
  • Ability to listen, analyze, discuss and apply a consultative selling approach to promote the best solution for the customer's requirements.
  • Ability to mentor, lead and contribute effectively in team environment
  • Ability to travel on regular basis

Opportunity open to disabled people

Principal Pre-Sales Architect

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