Sr. Solution Architect at IBM (Atlanta, GA)

| Atlanta, GA
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At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

Who you are:

You are a Cloud and DevOps specialist experienced in Sales with the passion and technical ability to help organizations move to the cloud. You take pride in guiding a prospect through the ins and outs of this complex process- all the while advocating for the immense value your organization delivers. Your strong verbal and written communication skills combine with your high degree of confidence and poise to make you a leader in any situation. You are eager to bring your unique blend of technical and soft skills to an organization and act as the technical authority during the sales process - performing needs assessments, and making recommendations based on the discovered needs; working with a wide variety of stakeholders to gather needed information through to close.

What You'll Be Doing
  • Acting as a thought leader at Taos and utilizing your in-depth knowledge around the technical aspects of all our cloud services and the industry, including:
    • Cloud Computing: Amazon Web Services, Azure, Google Cloud
    • Managed Cloud Services
    • Professional Services and Consulting engagements
    • Outsourced IT Infrastructure Solutions
    • Security Services
  • Partnering with up to 10 Business Development Executives to develop a high-quality sales funnel and to co-lead campaigns to win opportunities and meet/exceed sales and revenue targets
  • Working closely with customers to understand their requirements, map those to Taos service offerings, and propose differentiated solutions that are backed by solid financial business cases - and that put Taos in a winning position
  • Building new and leveraging existing relationships at new and existing clients across relevant roles including CIO, CTO, VP of Infrastructure, and other influential "mobilizers" within target accounts
  • Representing Taos' cloud enablement and management capabilities to prospective customers and existing customer base, and influencing customer expectations according to product and management capabilities and constraints
  • Determining client requirements and providing solution design and technical descriptions.
  • Driving the creation of proposals, RFP responses, and Statements of Work
  • Working with our Service Delivery and Engineering teams to provide pre- and post-sale support as needed to clarify service expectations, including providing diagrams, verbal explanation, and written documentation
  • Developing and growing internal technical knowledge base on the entire cloud infrastructure stack, and presenting ongoing technical training to Sales and Service Delivery Personnel
  • Providing guidance to sales, operations, marketing, and product development on industry and technical trends observed within our customers' environments and competitor wins/losses
  • Meeting and exceeding management targets for number and complexity of sales opportunities supported, closed, and training completed

Required Technical and Professional Expertise
  • B.A. /B.S. Degree is required (possible exceptions if offset by professional experience and track record)
  • Minimum 5 years of enterprise sales experience in a pre-sales solution engineer or solutions architect role
  • Cloud certifications in AWS, Azure, or Google Cloud is essential
  • Knowledgeable in DevOps tooling, including:
    • Terraform
    • GitHub
    • Azure DevOps
    • Ability to build Infrastructure as code on GCP & AWS Cloud knowledge
    • AWS
    • GCP or Azure
  • Ability to build Lab environments
  • Experience with professional services- scoping, sizing, solutioning with clients is a must
  • Operational experience in delivering/running cloud managed services and/or professional services will give the candidate a significant advantage
  • Proven ability to sell both professional and managed services into Fortune 2000 accounts as the technical sales lead
  • Technical and operational acumen with developing solutions for pricing of cloud migration and managed services
  • Strong understanding of cloud technology (especially AWS) with a broad understanding of infrastructure and AWS Ecosystem technologies
  • Significant experience in the design of distributed, high availability server-based network computing infrastructures; AWS, Azure, and Google Cloud design, build and/or operational experience
  • Understanding and some experience with Professional Services and Consulting engagements
  • You will be expected to develop a deep understanding of industry trends and competitive offerings
  • Solid understanding of the technical and operational strengths and weaknesses of competition in the cloud managed services space- and ability to adeptly position Taos in light of that knowledge
  • Demonstrated competency developing, nurturing, and maintaining executive relationships across IT, Product Engineering, Finance, and other functional groups impacting IT decision making
  • Track record juggling the pursuit of multiple opportunities across different lines of business and several BDEs simultaneously
  • Competency with research skills and industry acumen required to perform insight-based selling and to put IT solutions in the context of the most pressing (and funded) business challenges for new and existing clients
  • Track record of hunting for new logos and farming existing accounts
  • Understanding of target industries (technology, SaaS/ISV, healthcare/pharma/biotech, financial services) and solution areas (Iaas, PaaS, SaaS, DevOps, Security, Networking, Sys Admin, Data Center Consolidation/Migration, Public/Private/Hybrid Cloud)

Preferred Technical and Professional Expertise
  • none
More Information on IBM
IBM operates in the Big Data Analytics industry. The company is located in Armonk, NY, Southbury, CT, New York, NY, Philadelphia, PA, Washington, DC, Durham, NC, Tampa, FL, Smyrna, GA, Huntsville, AL, Chicago, IL, Dallas, TX and San Francisco, CA. It has 533854 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability insurance, Dental insurance, Vision insurance, Health insurance and Life insurance. To see all 63 open jobs at IBM, click here.
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