About the Position:
The Solution Architect is an exceptional technology leader with strong consultative engagement capabilities to develop transformational and outcome-based solutions in the 5G market segment. The engagement with customer starts early developing new and innovative solution concepts and continues thru the sales process (RFI/RFP) into the post sales period providing the architectural governance to ensure successful delivery of the solutions. This technology consulting service will be provided to top telco customers and large enterprises and is targeted for customers with complex multi-vendor solutions.
The Solution Architect defines and executes the best consultative engagement approach for named target customer in close collaboration with the account teams. The main objective is to generate new opportunities and provide the combined technology and services leadership thru closure. The role will be a key contributor to the solution designs (product + services) in RFI and RFP processes to position the Juniper 5G solution portfolio and win new, large opportunities.
The Solution Architect will build and maintain close relationships with:
- Juniper Product Line Management teams
- Juniper account team along with existing and potential customers – with the aim to become a trusted advisor and consultant across a number of defined target accounts and opportunities throughout the lifecycle from initial engagement to closure. The knowledge transfer from Sales to Delivery cycle will be actively supported and guidance provided in the ongoing evolution
- Juniper solution partners, alliance partners and as well potential future solution partners
The overall objective of the role will focus on delivering a consultative approach; providing thought leadership, deliver commercial and technology innovation, co-ordination of cross-functional resources and help drive opportunities from qualification to closure, working in close partnership with Juniper account teams.
The Solution Architect will determine the solution benefits and guide the sales and product management teams to position the benefits and key differentiators with a particular focus on the service value.
Responsibilities:
- Close alignment with account teams, business development and architecture team to determine the right strategy for target accounts/opportunities. Assists to develop new incremental pipeline through thought leadership activity internally and externally
- Work with Juniper PLM, and account teams in identification and prioritization target accounts.
- Engage with the technical community through industry events, web forums, and publications to share knowledge and evangelize Juniper 5G solutions
- Works with Marketing to drive external visibility of Juniper 5G solutions – through events and media activity
- Development of level of efforts, initial pricing, services proposals and statement of work for engagements
- After deal closure remain actively involved for continuity from Pre-Sales into Delivery phase and on an ongoing basis for solution governance. Join the architecture board of the project and build close collaboration with key customer architects and from Partners
- Provide hands on support during the delivery phase in key technology areas and transfer knowledge to Project Team
- Validate if the solutions have delivered the value expected once the system is in live operations to learn and replicate success
Minimum Qualifications:
- Strong ability to lead, influence, and drive virtual teams to achieve common objectives
- Ability to build partnerships and communicate effectively with all levels of employees, individual contributors and customers, from CxO organization at Customer side to individual contributor
- Excellent communicator and public speaker to a variety of audiences both internal and external
- Superior planning, organizational, influencing, negotiation, change management, and cultural awareness skills, including financial and global business acumen
- Professional Services consulting and business consulting experience, including conflict management and hands-on delivery experience of technical projects
- Experience working in a pre-sales role selling networking solution OR end-user experience in design/architecture/vendor selection
- An excellent understanding of the 5G industry, the customer's business issues and solution architecture to meet their business goals
- Ability to present at industry events, not "limited" to Juniper technology; ability to compare our solutions with other industry options
- Strong communication and listening skills to enable transformational change in a positive work environment internally while maintaining strong partnerships with the diverse customer base.
- Background and experience with product development life cycle, customer networks, 4G, 5G networks, Software Defined Networking, and IP routing is valuable
- Technical background and domain expertise in CI/CD, Restful APIs, Networking, Cloud, Data Center, Security, and Automation is valuable
Preferred Qualifications:
- In-depth understanding of product features, use cases, positioning, and configuration in many of the following categories:
4G/5G RAN, Core Network and Transport Network
Service Orchestration
OSS/BSS/IT integration
- Bachelors and/or MS degree in Computer Science or Computer/Electrical Engineering or equivalent with 8 - 10 years of related experience desired
- Prior experience with system integration and multi-vendor solutions
- Technical certifications in multiple disciplines
- Focused on large complex projects with multiple vendors and technologies
- Strong Writing and organizational skills – attention detail – disciplined
Other Information:
- Ability to travel domestically and internationally as required.
- Travel up to 50% of the time is possible.
- Position can be remote.
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