AWS Solutions Architect

 KEY RESPONSIBILITIES • Leverages training, education, and previous experience to gather customer requirements, respectfully challenge customer assumptions, and translate into a Rackspace supportable solution
  • Occasionally leads customer workshops to define broader hosting and cloud strategies
  • Primary technical contact on specific opportunities of moderate to high complexity while also providing guidance and thought leadership during the sales process
  • Participates and leads customer calls and face to face meetings
  • In close collaboration with the sales team, will occasionally lead customer engagements
  • Evaluates customer needs and influences direction of solution design beyond immediate opportunity
  • Advanced understanding of the tools of the solutioning trade (Salesforce, Proposal Tools, Technology Sizing Tools)
  • Responsible for associated activities such as capturing notes and activities in Salesforce and managing deal pipeline
  • Proficient with advanced reporting functions of Salesforce
  • Proficient in assisting sales team in soliciting buying signs and compelling events
  • Identifies decision makers and builds extensive networks to help facilitate lead generation, with an emphasis on technical influencers
 

• Foresees potential technical and business customer objections early in the sales cycle
  • Overcomes concerns and lowers customer risk to selecting Rackspace
  • As a Trusted Advisor, with deep understanding of the customer's business, uncovers both overt and latent pains
  • Develops deep relationships with Rackspace sales and support teams to deliver advanced strategic account planning including methods for generating additional business opportunities and cross-selling within an organization
  • Decisions impact the quality, efficiency and effectiveness of own function/client group
  • May impact other related teams through quality of output and service provided
  • Demonstrates strong judgment and creativity in selecting methods and techniques for obtaining solutions
  • Works on complex problems of diverse scope where analysis of data requires evaluation of identifiable factors
  • Completes mostly tactical work, using learning and creativity to resolve new situations
  • Contributes to analysis and solution of business problems regarding operations, products, services or customers
  • Analyzes information, asks questions and checks for understanding using learned techniques and applying creativity in new situations
  • Applies acquired skills and experience to complete complex tasks
  • Suggests and develops improvements to existing processes and solutions to improve the efficiency of the team
  • Networks with key internal and external contacts, developing strong relationships outside of specialty field
 KNOWLEDGE • Proven extensive technical knowledge with ability to quickly learn new concepts
  • Maintains thorough knowledge of the entire Rackspace portfolio and is a subject matter expert for a section of the portfolio
  • Demonstrated success in positioning Rackspace against competitor offerings
  • Helps refine value proposition of products and services to maintain Rackspace competitive edge
 

• Thorough knowledge of Rackspace support and sales processes with demonstrated success in closing complex business (multiple customer touch points and month+ sales cycle)
  • Ability to help navigate significant deals around internal obstacles to ensure revenue realization
 • Engages process owners to continually improve pre-sales and implementation customer experience
  • Excellent attention to detail, communication skills (written and verbal) and interpersonal skills
  • Ability to prioritize deals, training, and initiatives through highly effective time management
  • Excellent problem solving, analytical, presentation, and whiteboarding skills
  • Track record of success working through technical challenges within enterprise organizations
  • Track record of success dealing with ambiguity (internal and external) and working collaboratively with other departments and organizations to solve challenging problems
  • Strong knowledge of technology and industry trends that affect hosting decisions for enterprise organizations
  • Advanced Sales training (Sandler, John Care)
  • Internal: Advanced technical training on one specific technology or application within the Rackspace portfolio required
  EXPERIENCE/EDUCATION • Bachelor's degree in Engineering, Computer Science, Information Systems, or Business
 • Experience may substitute for the degree requirement
 • High school diploma or equivalent required
 • Requires 10+ years solutions engineering experience
 • Equivalent customer facing technical sales experience may substitute
 • At least ONE industry certification required: Linux+, RHCSA, RHCE, MCSE, MCSA, MCITP, CCNA, OpenStack, Cloud Savvy, AWS Cloud Certifications, Azure Cloud Certifications and Google Cloud Certifications