Senior Specialty Solutions Engineer

Responsibilities

• Engages in conversations with customers aligned to their industry to understand their business challenges and introduce the AHEAD DDP as well as AHEAD DSG frameworks to qualify opportunities.
• Initiates conversations with customers specifically focused around Data & AI,      Platform Engineering, and Modern Applications in collaboration with vendors and the Ahead services organization.
• Identify gaps in the client environment, process, and skills with the intent to address, educate, and bring their teams together to drive client enablement
• Explain and educate complex solutions, architectures and integrations in a clear and articulate manner
• Creates guiding examples of customer transformation through seminars, workshops, webinars, and direct engagement.
• Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities.
• Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers’ needs. Articulates the business value of proposed solutions.
• Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Apply AHEAD’s sales process to adequately qualify an opportunity.
• Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams.
• Proactively engage with Cloud vendors to leverage funding mechanisms available as part of sales campaign.
• Proactively builds external stakeholders’ mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer’s/partner’s business.
• Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Technical Expertise

• Leads conversations and sets up events within Microsoft, AWS, Harness, Redhat, Snowflake and other partners.
• Initiates conversations with prospective customers/partners at events to expand external network.
• Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Provide the holistic value of Ahead to customers as it pertains to the Modern Apps, Data, DevOps, and Cloud Platforms.
• Maintain a 101 level competency and certification level in core technology areas across AWS (AWS SA Associate Certification) & Microsoft Azure (e.g. AZ-104 Azure Administrator)

Sales Excellence

• Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
• Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients’ overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Engages with internal and external stakeholders on business planning.
• Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
• Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Requirements

• Bachelor-level degree in engineering, IT, data communications, Information Systems, computer science, or equivalent educational or professional experience and/or qualifications
• Experience with Public Cloud (AWS, Azure, GCP) and On-Premises Environments
• Experience with Modern Data Platforms
• Hands-on experience in Automation, Orchestration and CI/CD pipelines (SCM, Build, Deployment, Code Quality, APM, Monitoring and Reporting tools).
• Infrastructure as Code (IaC) experience (E.g. scripting Terraform, Puppet, Chef, Ansible, Rundeck, Shell)

Key Skills

• Strong interpersonal skills are required. Ability to work effectively with team members, clients and other areas of the IT environment
• Strong written and oral communications
• Excellent problem-solving abilities, strong decision-making skills and make sound judgment decisions.
• Excellent presentation skills.

Ability To

• Work effectively with team members, clients, and other areas of IT
• Handle multiple tasks and be flexible in a fast-paced environment
• Deliver on time