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- 16+ years' of related experience in a customer facing role, with a minimum 10+ years of pre-sales experience while navigating complex, enterprise software sales cycles with multiple stakeholders
- Minimum of 6+ years' experience with popular programming languages (e.g. Java, C#, C/C++, ) in a professional capacity, and modern scripting languages (e.g. Python, Node.js)
- 5+ years of practical experience of common, large scale enterprise architecture patterns and design
- Proven track record of working in complex modernization projects with big enterprises
- Practical experience in working with LLMS and other AI tooling
- Ability to operate in an autonomous fashion in partnership with key internal stakeholders across the organisation
- Ability to travel upwards of 50% of the time, across APAC, as required
- Drive cross-functional Impact: Proactively act as the Presales go-to person on Modernization cross-functional initiatives both from a positioning and an execution perspective (e.g. collaborating with Product Management on driving product improvements/enhancements based on the modernization engagements; collaborating with Professional Services on modernization projects delivery, collaborating with Sales leadership to find new modernization opportunities on sales process improvement; collaborating with Marketing on go-to-market improved collateral; collaborating with Product Management on driving product improvements/enhancements based on the business landscape the Staff SA sees in the field; collaborating with Professional Services on joined-up messaging, or similar collaborations with other business units such as the Partner team, the Developer Advocacy team and the Education team)
- Contribute directly to revenue generation: Provide “secondary” SA support on large strategic modernization opportunities (help increase likelihood of success, help increase the size of the deal)
- Drive Presales thought leadership and innovation: Identify, drive and own both technical and organisation modernization initiatives which help the Presales org to scale and/or improve
- Be a trusted advisor to our customers: Act, often informally, as a trusted advisor, with strong influence at the CIO/CTO-level, or 1 to 2 people at key accounts (e.g. strong relationship with the Payments Chief Architect at a bank who reports to the CIO of Payments at the bank)
- Be an agent of positive change: Identify systemic, organisational and technical challenges affecting many or all Presales members and create innovative solutions without direction, driving these through with urgency to successful conclusions
- Virtual team leadership: Crowd-sources global Solutions Architects to collaborate on implementing modernization programmes of work to improve Presales capabilities and effectiveness, driving collaborative success without relying on having managerial authority. Lead by example and act as a compass to all SAs technically, proactively, positively and ethically
- Active Coach / Mentor: In addition to informally and consistently coaching SAs on modernization opportunities and on general presales activities, acts as a formal mentor for one or more employees in the company (not necessarily employees within presales)