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Senior Solution Architect
Brand: SumTotal
Req#: 514229
Updated: 10/10/2019
Job Type: Regular
Location: Sydney, Australia
Category: Sales
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Job Description

POSITON DESCRIPTION – SumTotal                              

Position Title

Snr. Solution Architect

Reports To

Director, Solutions Architects – APAC



Revised Date

August 2019

Position Overview

The Snr. Solution Architect (Snr. SA) is an integral member of the SumTotal sales organisation. The Snr. Solution Architect is responsible for supporting the sales cycle of new business and key renewal opportunities by strategising with the Customer Sales Director (CSD) on sales strategy and product fit, configuring and performing product demonstrations in response to customer needs, managing pilots and to set appropriate expectations during the sales cycle to ensure customer satisfaction whilst supporting other processes in the sales cycle as appropriate.

Position Responsibilities

  • Drive and adhere to the SumTotal Strategic Preparation Process.
  • Research and understand the prospect’s business to better consult with the sales team on sales strategy and presentation.
  • Develop and deliver custom demonstrations, evaluations, pilot requests and presentations that illustrate SumTotal’s ability to enhance customer and prospects business operations.
  • Respond to prospect’s or customer’s concerns during meetings by articulating clear and concise information on the benefits of the SumTotal solutions.
  • Present SumTotal’s technical architecture and hosting capabilities as it relates to the customer’s and prospect’s environment and technical requirements.
  • Support our Customer Sales Directors throughout the RFI/RFP process including RFP strategy, review of RFP team’s response, follow-up questions, preparing and delivering customer presentation as appropriate to create answers that provide value and benefits to our prospects.
  • Conduct regular prospect planning sessions with CSDs to identify ways to support the progression of the sales cycle for key opportunities.
  • Manage the end to end customer solution experience from pre-sales to consultation to solution implementation.
  • Support assigned regions in quarterly initiatives to help drive forecast pipeline such as creating email templates, customised sites, processing registrations, running reports, etc.
  • Provide Project Management expertise for Pilots relating to site builds, site configuration, kick-off, and results and reporting.
  • Maintain knowledge of how SumTotal content can integrate into third-party LMSs and talent systems.This includes being able to discuss and demonstrate the user experience and best practices for viewing SumTotal content in third-party systems.
  • Responsible for documenting and transferring key prospect information to the services team when a contract is signed.
  • Maintain industry knowledge and trends relating to implementation, e-learning technologies, end-user and LMS technologies.
  • Maintain knowledge and skills, through ongoing training in SumTotal product areas including platform, content and building a basis understanding of Skillsoft products.
  • Contribute to the ongoing improvement of process efficiencies.
  • Enter key prospect activities and opportunity progress SFDC.

Position Requirements

  • Bachelor’s degree in a Business or Technical related field.
  • A minimum of 5 years’ experience in a Pre-sales or Solutions Consultant role within the software industry.
  • A track record of partnering with Sales in achieving/exceeding sales targets.
  • 2-4+ years of experience in the Human Capital Management (HCM) industry.
  • Relevant hands-on experience using SQL Server, Oracle, and Stored Procedures.
  • Basic programming experience using at least one of the following: HTML, Java/Javascript, J2EE, Web Services or .Net.
  • Experience with image editing and creation tools.
  • Self-motived individual with a passion for and strong capability with technology.
  • The ability to operate with a sense of urgency, be assertive, competitive, and demonstrate a positive, winning attitude.
  • The ability to clearly articulate the company's offerings and develop solutions for customers and prospects.
  • Strong stakeholder management skills.
  • Exceptional overall communication skills a must.
  • Experience using Salesforce and other digital business tools.
  • Field based employee required to travel 50% of the time.

    Cultural Values

  • Customer Focused – personally demonstrated that both external and internal customers are a high priority by identifying and responding to their needs in a timely and efficient manner.
  • Initiative – Recognises opportunities and initiates actions to capitalise on them by looking for a new and productive ways to make an impact.
  • Innovative Thinking – Embraces and champions new ideas and encourages others to do likewise.
  • Building Organisational Commitment – Demonstrates commitment, loyalty and appreciation for the organisation. Conveys a high-level of concern for all employees, while helping to ensure that both their needs and those of the organisation are met.
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Skillsoft is an Equal Opportunity-Affirmative Action Employer: It is the policy of Skillsoft Corporation to provide equal employment opportunities to applicants and employees without regard to race, color, national origin, citizenship, religion, sex, sexual orientation, age, marital status, disability (mental or physical), protected veteran status, genetic information or any other class protected by law