Current Openings » Solution Architect

Solution Architect

Sales | United States

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Key Aspects of the Job:

  • Works as an integral member of the sales team to design and implement specific account penetration strategies, identifying account specific software and sales plans.
  • Propose and present Guavus solutions to address business specific customer problems and provide applications for Guavus’ technologies.
  • Articulate and present the value proposition of Guavus products and concepts being presented/demonstrated.
  • Maintain knowledge of competitive solutions to effectively address and dispel customer objections to Guavus solutions, and to educate other members of the sales, POC and engineering teams.
  • Anticipate technology and market trends and provides guidance on their application to customers and partners, as well as provide feedback of business requirements into Guavus’ engineering and marketing organizations.
  • Successfully build relationships with customers, deployment team members, and partners in support of sales team objectives.
  • Engage and leverage corporate engineering resources and personnel to champion sales opportunities.
  • Drive for and establish customer relationships in key growth business areas to develop new business opportunities.
  • Knowledgeable in qualifying sales opportunities in terms of customer technical requirements gathering and analysis, proposal building, understanding competition and competitive differences, decision making process and funding.
  • Map the customer business requirements to Guavus products and concepts.
  • Develop and document use cases, value cases and case studies shared with the wider Guavus sales community.
  • Provide sound technical contributions to account team objectives.
  • Perform other duties as required such as trial scoping and execution, developing technical account plans, developing solution architectures, creating and managing change requests

Job Responsibilities:-

  • Identify and clear technical hurdles blocking achievement of quarterly sales goals.
  • Present various solution aspects targeted for the customer in-person, via conference call and web share.
  • Teach customers about the business value provided by Guavus operational analytic solutions.
  • Perform presentations and product demonstrations on-site, via web share and conference call with customers, partners and at industry events.
  • Prepare solution description/solution proposal documents.
  • Respond to RFI/RFP/RFQ documents.
  • Ensure customer requirements are sufficiently detailed and suggested solutions are presented to the customer for sign-off prior to purchase orders being created.
  • Convey accurate product idea and feedback from the customer.
  • Attend regular product overview sessions.
  • Ensure brand consistency through all technical sales documents.

Job Requirements:

  • A minimum of 5 years sales team experience selling to the telecom/cable industry with a minimum of a 4-year degree or equivalent in a related discipline.
  • Strong understanding of the telecommunications, broadband and cable markets, including: market trends, competitive environment, telecommunications operators and their organizational structures.
  • Strong understanding of hybrid fiber-coax network technologies.
  • Good knowledge of potential data sources, such as: OSS systems, DPI, passive probes, CRM, IPDR.
  • Knowledge and experience with Linux.
  • Knowledge and experience using database software.
  • Experience with Hadoop, HDFS, MapReduce, Columnar DBs and other Big Data technologies desirable.
  • Compelling presentation and communication skills–experience presenting to VP level and above within CSP’s is a must
  • Analytical skills including the ability to data mine in order to develop new use cases.
  • The applicant is expected to travel to both Guavus and customer sites throughout North America, Central America and South America.
  • Fluent in Spanish and English.

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