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Account Solution Architect
2 months ago
About the Role
Red Hat Canada Limited (f.k.a Cygnus Solutions Canada Limited) is seeking an experienced Account Solution Architect to lead our technical approach for and with our customers across all phases of the customer lifecycle. This requires a combination of skills, from pre-sales account solution architect to post-sales customer success executive. The ideal candidate will possess both technical expertise and a customer-centric mindset to ensure successful customer engagements and drive long-term customer satisfaction and growth.
Key Responsibilities
- Become the technical leader at assigned customer accounts, building strong relationships to better understand their goals, challenges, and desired outcomes and become the trusted advisor to their technical teams.
- Be the technical advisor to the Sales team, providing guidance on all technical aspects of the sales process.
- Collaborate with the Sales team to understand customer requirements and technical needs, identifying and mitigating technical sales blockers.
- Assist in developing proposals and responding to RFPs with technical expertise and solution recommendations.
- Design solutions to address customer challenges, aligning with their business objectives.
- Lead the technical sales conversation, conveying the ways in which Red Hat's portfolio and architected solutions address the customer's business and organizational requirements.
- Prove through demonstration and discussion how the use of Red Hat's portfolio will solve customer issues and challenges.
- Create, manage, and execute Customer Success Plans, collaborating with Sales, Customer Success, Adoption, and Consulting teams to ensure successful onboarding and implementation of Red Hat's solutions.
- Influence the Account Plan, collaborating with the Account team to increase pipeline and close opportunities.
- Partner with the Account Executive to operate according to account strategy, coordinating and holding accountable the extended sales team.
- Own the technical win for each sales opportunity, orchestrating the people and resources to achieve the customers' acceptance of proposed technical solutions.
- Partner closely with Sales, Engineering, Product Management, and Support to ensure seamless execution of customer engagements.
- Provide ongoing technical support and guidance to customers, addressing issues that arise.
- Conduct regular check-ins with customers to assess satisfaction levels and identify opportunities for expansion or upselling.
- Serve as a liaison between customers and Red Hat's internal teams, conveying customer feedback, requirements, and technical needs.
Requirements
- Bilingual proficiency in French and English.
- 10+ years of experience as a sales engineer, consultant, IT architect, or an equivalent role within enterprise accounts.
- Ability to interpret customer business and technical needs.
- Strong technical background with experience in solution architecture, consultative selling, and complete sales process management (pre and post sales).
- Foundational level knowledge of Red Hat's portfolio of products and an advanced level of knowledge of Red Hat Enterprise Linux, Ansible, OpenShift, Cloud, and DevOps.
- Excellent communication and executive presentation skills, with the ability to convey and demonstrate complex technical concepts to both technical and non-technical audiences.
- Proven experience in customer success and technical account planning, account management, or related roles, with a focus on delivering exceptional customer experiences.
- Strong cross-functional collaborator with the ability to build and maintain strong relationships with customers and internal stakeholders.
- Strong discovery, problem-solving, and analytical skills to understand customer requirements and design appropriate solutions.
- Able to adapt and flexibly work in a fast-paced, dynamic environment.
- Strong project management skills to manage multiple customer accounts and prioritize tasks effectively.
- Understanding of sales engagement business impacts and ability to quickly gain expert knowledge of the customer's business.
- Willingness to travel as needed to meet the needs of the business and our customers.
