Solution Architect

Overview

Role purpose/Objective
The Solutions Architect is a commercially driven and technical expert professional with a successful track record of both Technical Consulting as well as Pre-Sales in vertical markets such as Architecture, Engineering and Construction (AEC) or Product Design and Manufacturing (MFG). This role has responsibility for supporting Account Managers and other Sales professionals to grow new revenue and margin from their territory or portfolio of accounts, as well as to deliver paid consulting engagements around BIM and Cloud and other related process and technology implementation. It is expected that the Solution Architect builds a position of trusted advisor based on his expertise and on the delivery of those engagements.
Working with the sales team to help grow opportunities around product and services, in a consultative selling approach. This includes presales meetings both internally and with customers, focusing on their needs and imagining, building and proposing solutions. The solutions will include any of the following in a project format: products, training, process and workflow transformation, integration.
It is also expected that Her/his industry knowledge will contribute to the positioning of Graitec Services in the marketing through contributions to thought leadership, events and any other communication media that allows her/him to communicate on his field.

Key Responsibilities

Pre-sales
Drive discovery meetings, workflow reviews, business process reviews and other workshops with customers to unearth business opportunities for Graitec.
Contribute to different sales teams to ensure achievement of the team’s sales growth targets on new business (both from new and existing customers)
Building proposals for software, services, and projects. Partnering Sales team members by advising customers on issues relating to the choice and use of appropriate software, including specification of appropriate system platforms, integrations and connected software.
Providing assistance to sales staff during the pre-sales stage of sales negotiations.
Consulting
Managing the delivery of projects from initial pre-sales handover to project closeout
Creating detailed scoping documents to outline all aspects of projects including timelines, time scales and roles/responsibilities.
Creating all additional relevant documentation for delivering a successful project in line with Graitec standards
Assessing any potential risks to Graitec and ensuring that they are minimised.
Working with the customer to agree key milestones and ensuring they are met.
Working with the technical delivery teams (including integration, and other teams from other internal organisations) to ensure that the project is delivered on-time and on budget.
Ensuring that the customer is kept up to date with the progress of the project.
Leverage the relationship to identify other follow-on opportunities

General Company Duties Including:
Assisting the Customer Acquisition and Marketing teams with business development matters
Working with the R&D team – regular feedback on Graitec products
Secure data accuracy and data quality to ensure information system are kept updated and allow for traceability.
Empower the company with regular reports and forecasts.

Key Performance Indicators

Support the team to ensure new business ACV margin targets are met/exceeded (monthly, quarterly, annual)
# customer referrals/testimonials/case studies validated by Marketing according to corporate guidelines
Customer satisfaction (Net Promoter Score)
Data accuracy and quality (e.g., transparency on activity)

Responsibilities

What you must have done already:

Extensive experience in BIM, Autodesk AEC/ACS or MFG products.
A good understanding of the construction or manufacturing industry
4+ years of experience of presales of complex software, SaaS, and services solutions to B2B customers in the CAD, AEC or MFG markets.
Experienced in driving workshops or discovery meetings to support the identification of new business opportunities with existing accounts.
Demonstrated ability to support multiple stakeholders in a growing, fast-paced environment

What is nice to have done already:
Working knowledge and experience of the Architecture, Engineering and Construction markets
Experience of selling/supporting Autodesk SaaS Solutions
A recognized project management qualification
Recognized construction, engineering, or equivalent qualification.

Qualifications

Technically-expert with a commercial mind-set.
Adaptability and flexibility in a fast-moving environment.
Autonomous and self-starter, Strategic thinker
A collaborator – with experience of working with supporting stakeholders from Sales or Professional Services.
Ability to remain calm, intentional, and focused as well as highly professional.
Customer-oriented, ability to influence at all levels with an entrepreneurial attitude
Willingness to travel.
Professionalism, personal integrity, and reliability
A positive ‘hands-on’ work ethic
Initiative and enthusiasm guided by mature sense of judgement
An adaptable and flexible team player