Solutions Architect

Solutions Architect  - National Accounts 

The Solutions Architect partners with the National Account Team to provide business and technical expertise that helps drive adoption of Resmed solutions across strategic accounts.  This role serves as a trusted advisor to customers and internal stakeholders by aligning customer business objectives, workflows, and technical environments with scalable Resmed solutions. Working cross-functionally with Sales, Product Management, Product Marketing, Engineering, and Implementation, the Solutions Architect helps position and optimize solutions that deliver measurable business value.  This individual develops a deep understanding of customer operations, technical ecosystems, business challenges, and growth priorities in order to recommend and support tailored digital health solutions. This role is customer-facing and strategic, requiring strong consultative, technical, and relationship-management skills. Travel is expected to average approximately 50%, depending on business needs. 

Let’s talk about Responsibilities: 

• Serve as the primary technical and solution expert supporting a defined portfolio of strategic national DME accounts. 

• Partner closely with National Account Managers to develop and execute account strategies that support sales growth, customer retention, and solution expansion. 

• Lead discovery sessions to understand customer business processes, workflows, technical environments, integration requirements, and operational priorities. 

• Conduct gap analyses of customer workflows, systems, and current-state architectures to identify opportunities for improvement and solution adoption. 

• Design and recommend ResMed digital health solutions that align with customer needs, business outcomes, and technical requirements. 

• Deliver compelling business and technical presentations, demonstrations, and consultative engagements for customers, partners, and internal teams. 

• Collaborate with Product Management, Product Marketing, Engineering, and other cross-functional teams to communicate customer requirements, market needs, and solution feedback. 

• Support solution development and optimization efforts to ensure offerings meet customer expectations and deliver strong business value. 

• Build and maintain deep expertise in Resmed digital health solutions, the US homecare market, customer reimbursement dynamics, and broader industry trends. 

• Stay informed on competitive offerings, market changes, customer profitability concerns, and regulatory or reimbursement developments that may impact customer strategy or Resmed’s business. 

• Support customer engagements throughout the sales cycle, including opportunity qualification, solution design, stakeholder alignment, and executive presentations. 

• Contribute to quarterly and annual business objectives, including revenue, adoption, and strategic account growth targets. 

 Let’s talk about Qualifications and Experience: 

• Bachelor’s degree in Business, Healthcare Administration, Information Systems, Engineering, or a related field, or equivalent combination of education and experience. 

• 5+ years of experience in solutions architecture, sales engineering, healthcare technology, consultative sales, or a related customer-facing technical role. 

• Experience supporting complex strategic, enterprise, or national accounts. 

• Demonstrated ability to assess customer business processes, workflows, and technical environments and translate findings into scalable solution recommendations. 

• Strong technical acumen with the ability to communicate complex concepts clearly to both technical and non-technical audiences. 

• Proven success working cross-functionally with sales, product, marketing, engineering, and customer-facing teams. 

• Strong presentation, communication, relationship-building, and consultative selling skills. 

• Ability to manage multiple priorities and work effectively in a fast-paced, highly collaborative environment. 

• Willingness and ability to travel approximately 50%, based on business needs. 

Let’s talk about your personal skills: 

• Ability to navigate complex digital and IT environments and influence key stakeholders to adopt or implement ResMed solutions 

• Ability to work remotely within a dynamic commercial environment 

• Entrepreneurial mindset and self-starter 

• Ability to develop strong cross-functional relationships within the organization 

• Willing to drive changes both internally and with customers 

• Strong process management skillset 

• Strong business acumen and polished professional interpersonal and communication skills (phone, email, in-person) 

• Detail-oriented with excellent analytical and problem-solving skills 

We are shaping the future at Resmed, and we recognize the need to build on and broaden our existing skills and continue to attract and retain the world’s best talent. We work hard to offer holistic benefits packages, provide flexible work arrangements, cultivate a workforce culture that allows employees to grow personally and professionally, and deliver competitive salaries to our team members. Employees scheduled to work 30 or more hours per week are eligible for benefits. This position qualifies for the following benefits package: comprehensive medical, vision, dental, and life, AD&D, short-term and long-term disability insurance, sleep care management, Health Savings Account (HSA), Flexible Spending Account (FSA), commuter benefits, 401(k), Employee Stock Purchase Plan (ESPP), Employee Assistance Program (EAP), and tuition assistance. Employees receive Flexible Time Off (FTO), receive 11 paid holidays plus 3 floating days and are eligible for 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members.

Individual pay decisions are based on a variety of factors, such as the candidate’s geographic work location, relevant qualifications, work experience, and skills.

At Resmed, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case.  A reasonable estimate of the current base range for this position in the United States is: $112,000.00 - $ 168,000.00 USD Annual.