Solutions Architect (Pre-Sales)

Software AG (Jakarta JK, Indonesia) 2 days ago

We are independent. We are connected. We are trusted. Amongst us are doers, thinkers and dreamers. In working together we make our customers successful.

Software AG powers digital transformation leveraging connecting technology changing the way how we live on this planet. With our market leading technology and our talented teams we are uniquely positioned to help our customers achieve their digitalization goals across all industries. We believe this will enable our customers to thrive in the new paradigm of the platform economy, and it is this combination that will sustain our business to doubledigit growth in APJ.

We are passionate about the opportunity to impact and to make a lasting difference on our society. As such we believe in hiring the best people and support them to be at their best at work. We truly care about our team’s well-being and satisfaction at work and invest in their development. As each individual matters to us, finding the best and the right talent fitting into our culture and making the team stronger is important to us. Innovation, customer success and act like an owner must be part of your DNA in order to succeed at Software AG.

About the Role
Building on the success and growth of Software AG in the Asian Market, the Solutions Architect is a critical position for building new opportunities with organizations across the region through innovation that delivers business value. This Solution Architect role is the catalyst that creates possibilities, solves problems, and establishes working relationships with our customers striving to achieve customer success in partnership with the sales team, direct and channel partners.

As a trusted Software AG representative, the Solution Architect operates in tandem with Account Managers and Partner Managers to engage with prospects, customers and partners. You will take ownership of solving business issues by using Software AG products and solutions across all Software AG product and services line to provide complete solutions.

Who you are
You are passionate about the customer experience and excited about new technology and you love to learn.

Effective Communication and Listening

A vital part of the solution architect’s competence is active communication. Considering that this role entails collaboration with multiple stakeholders, understanding the needs of all parties, managing risks and evangelizing solutions, you are someone who listens to understand what drives/ motivates your customer stakeholders, advises, empathizes, and explains technical solutions in an easily to be understood messages. You easily build networks, being comfortable to engage in discussions with counterparts of diverse backgrounds and different levels of seniority. You are able to deliver presentations in a convincing and engaging manner thinking of your audience and targeted outcome to be achieved.

Analytical Thinking
Designing a solution requires understanding how different parts of the business work together. For a Presales Solutions Architect, having the technical excellence is only half the story. It is crucial that you understand, analyze and ascertain the business needs and challenges faced by the customer. Armed with this knowledge, you are able to apply critical thinking to devise the appropriate solution that aligns the technological capabilities to deliver the most impactful business values to the customer. You are looking one step ahead than everyone else as you are constantly looking for ways for how Software AG can best show technical and overall solution differentiators to outsmart competition.

Team work
As a seasoned pre-sales professional, you know that it takes more than one to be successful. You have demonstrated the ability to excite and encourage people around you, including partner ecosystem, to collaborate with you to achieve outcomes jointly. Being inclusive in your daily work, you agree to cooperate to advance mutual interests taking other opinions into account and taking ownership of progression in sales cycles and improvement of internal processes. You enjoy to contribute, share your views, engage in discussions with your colleagues to strive for the best outcomes while caring about the well-being and happiness of your colleagues at work.

Planning & Prioritization
Accounting for deadlines and given resources is inevitable. You strive in environments that are complex as you keep a cool mind in having planned for success and are good at prioritization in hectic environments. Planning and prioritization is for you not a burden, but an integral element of your recipe of a successful career so far. Setting aside time to align and prioritize activities on win strategies for opportunities is a must in a fluid environment. You take initiative to plan, think ahead and make sure that the team is aligned.

Technical prowess
As the key person to demystify technological complexity and hype, you need to have a solid and well-rounded understanding of enterprise IT architecture and middleware. Customers often look to the Solutions Architect as the leading authority on his or her solution stream, so an ability to understand highly technical concepts, an appreciation of the nuances on when and how to apply them and a keen interest to continuously refresh one’s knowledge are a must.

Customer success orientation
Whilst compensation plans are aligned to monetary outcomes of selling software, you are someone who has a strong sense of accountability for customer success. Previous customers you have served see the difference you make and this resulted in trust and partnership with key clients who value your sense of responsibility and commitment to customer success

Entrepreneurial spirit
Increasingly, in a fast changing and competitive world, a certain secret ingredient is needed to truly stand out and beat the competition. We believe this to be having an entrepreneurial spirit – you are passionate and motivated to find better answers to problems, able to understand how to balance risks and reward, and flexible and pragmatic enough to convince all the stakeholders to achieve a common goal.

What you’ll do
You know how to provide detailed consultative solutions, technical and sales support for selected account opportunities and you understand business requirements for customer base and translate them into technical requirements.

You understand and you articulate Software AG's architectures and Services and facilitate better communications and understanding of customer requirements between customers, corporate and the field.

You Build, present and document technical solutions and you perform in-depth and high level technical presentations for customers, partners and prospects.

You collaborate with account manager/ partner manager to explain the benefit and value of adopting Software AG’s products (not limited to architecture, features, technical/business
benefits, etc...) to prospects through proof points in order to reinforce the value proposition.

You drive identified account opportunities and potential partners from technical solution perspective while allowing account/ partner team to retain ownership.

You collaborate with sales and extended teams to define and execute account plans and sales strategies for pursuing specific opportunities and strategic account management
To be successful in this role.

You have:

  • experience doing presales in the application development or middleware domains
  • advanced knowledge of middleware solutions covering enterprise integration, API management, process automation/ process driven applications, business rules engines, streaming analytics and data caching solutions
  • understanding of cloud-native application development and architectures
  • understanding of open source technologies like Docker containers and Kubernete container orchestration, etc.
  • understanding of agile methodologies, DevOps
  • experience to lead architectural white-boarding session, requirements gathering
  • solution design sessions and proposal development
  • understanding of Business Process Management (BPM) Lifecycle, framework and methodologies e.g. Lean, Six Sigma, Business Process Re-engineering (BPR), ITIL would be a plus
  • exposure to an industry vertical, trends, and evangelizing vertical solutions would be good to have.

You will need:

  •  extensive technical, operational and product knowledge of Integration/ API and markets.

If you are passionate about the customer experience, excited about new technology and have the skillset to be part of a succesful team, apply now!

Solutions Architect (Pre-Sales)

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