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Principal Architect

Location: New York City, NY, United States
Job # 10030282
The Principle Architect supports sales productivity and deal flow by securing the “technical close” in complex solutions. The PA collaborates with sales, service, engineering, and technical support resources to ensure proposed deals include technical solutions that accurately address customer needs, and are appropriately supported by key customer technical decision-makers. The PA is responsible for achieving a profit and productivity quota made up of the combined expectations of the sales resources, market, and/or channel supported.
 
RESPONSIBILITIES
  • Works deals assigned to the sales team supported, prioritizing effort based on maximizing total impact on team productivity and profit, or as directed by manager.
  • Proactively scopes the technical solution required to address customer requirements, assesses customers met and unmet needs, and recommends solutions that optimize value for both the customer and the firm.
  • Secures input from all necessary solution stakeholders within the customer. Adapts solutions, as necessary, to ensure appropriate support.
  • Coordinates closely with internal sales, sales support, and service resources to align solution design with customers’ business requirements.
  • Secures from customer technical staff commitments needed to ensure a deal’s “technical close.”
  • Meets assigned targets for profitable sales growth in assigned product lines, market areas, channel, or teams supported.
  •  Provides coaching and professional development to team member sales associates to enhance their product knowledge, technical acumen, and technical sales skills.
  • Opportunistically pursues additional business development opportunities within customer firms.
  • Monitors customer support for technical solutions proposed throughout the sales process, and alerts the sales and account teams to potential risks of deal closure.
  • Manage partner relationships in the security space.
  • Work with the industry to identify new trends and solutions to customer problems.
  • Evangelize new products and solutions to the sales team, organization, and customers.
 
QUALIFICATIONS
  • Four-year college degree from an accredited institution
  • Minimum six years of sales or sales engineering experience in a business-to-business, large/strategic customer segment; or
  • A record of achievement and technical solution expertise in a comparable sales role.
  • Product certification, engineering credential, or equivalent technical credential.
  • Experience with Mcafee and Palo Alto Products
  • CISSP and CISM certifications
  • Strong written and presentation skills
  • Ability to work with stakeholders at all levels of management from C level to engineers
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