Solution Architect at Dimension Data

Job description

Role and Responsibilities:

• Achieve financial metrics for product/solution area
• Act as corporate citizen
• Act as leader in required situations
• Act as mentor for colleagues
• Develop and deliver product training
• Engage with client
• Ensure personal growth and development
• Ensure technical working and viable client solution result
• Interact and cooperate with vendor
• Lead and own proof of concept
• Promote the product in the market
• Propose planning and/or solutions for a bid
• Provide product support
• Qualify opportunity
• Write and compile RFI/RFP responses and bids
• Act as a People Manager
• Evaluate relevant information technology architecture
• Develop new strategies and solutions
• Formulate and develops relevant documentation

What we expect you to do

Solution design:

The Solution Architect is a consultative sales, technology and solution focused specialist who has the ability to create excellent client relationships with their technical expertise. In addition to being viewed as a trusted technical security advisor to the client, the Solution Architect will also have regional responsibility for solution design, business development, and transition of projects from presales to delivery, and sales support. The Solution Architect provides pre-sales technical support and expertise in analysing client security requirements, in conjunction with the client’s current network and system capabilities and ensuring technical solutions will accomplish the client's objectives.

Contribute to proposals

Must demonstrate strong client engagement skills with clients of a mid-complexity base. This requires the ability to participate or lead in scope of work determination, product pricing and RFP/RFI responses. The Solution Architect works closely with the Client Manager/Sales Specialist throughout this process and will also assist in the decision to pursue or abort a deal. They assist with the determination of outsourcing, product pricing and collaborates with the Client Manager to develop an implementation solution.

Product sales

The individual is expected to achieve products sales to meet specified financial goals according to specified financial metrics. The Solution Architect has a responsibility for influencing and guiding members of the Sales team and to ensure that they are equipped to close deals. They also need to maintain visibility of forecasting and sales pipeline in order to influence potential deals.

Proof of concept

A strong vendor relationship is required to ensure an understanding of the vendor’s products business and technology positioning. The individual is expected to manage client proof of concept (POC) initiatives, which will require the involvement of the appropriate resources, and setup and delivery of the POC. To obtain a working client solution the individual acts as a bridge between the client, Engineers and Consultants (technical solution viability) and Project Management teams (project initiation). On all medium sized engagements the Solution Architect owns the proposed solution and transitions the build / implementation to the delivery team. This means that he/she remains engaged with the client all the way through to the transfer to managed services and returns as “thought leaders” for the next opportunity. All processes should comply with all defined project management methodologies.

Coaching and training

• The Solution Architect has a technical consulting aptitude, focusing on the business and sales aspects. The individual trains and coaches the sales team and when applicable teams of Engineers and Consultants to transfer product knowledge. The Solution Architect also mentors the Product Specialist and Product Supporters.
• Oversee Solution Implementation as part of Solutions Fulfilment.
• Vendor product, sales and technology certification is required. They use their previous technical project lead experience to guide successful implementation of a system solution.

Opportunity realisation

• Specifically relating to opportunity pursuit the Solution Architect will:
• Evaluate each opportunity for alignment with Dimension Data capabilities and business policy.
• Prepare the executive summary that outlines all of the information gathered from the client in regards to their needs, as we understand them
• Document the proposed security technology solution
• Document the statement of work along with all labour requirements
• Work with the Client Manager/Sales Specialist to prepare the pricing format that will be supplied to the customer.
• Perform the actual solution design and prepare a parts list outlining equipment to be provided.
• Develop and manage a proof-of-concept as such may be required
• Engage all technical resources required for an accurate solution design.
• Prepare a network diagram outlining the proposed solution
• Document all deliverables and what constitutes a successful completion.
• Review the final parts list as supplied by the Client Manager and submit all information to the applicable bid team for final assembly.
• Verify the proposal’s accuracy and sign off on the final documents to be presented to the client
• Assist the Client Manager during the final presentation to the customer as appropriate
• Here's what we are looking for in candidates for this job
• Work Experience: 3-5 years Security experience
• Specific Experience: security solution design, presales, presentation, report writing
• General Qualification: Basic Degree and Certifications
• Specific Qualification: CISSP, CCSP etc
• Vendor Certifications (e.g. McAfee, Cisco, Check Point, Fortinet, Blue Coat, Palo Alto etc)

Key abilities required:

• Good team player
• Client centricity
• Practices two-way communication and listens to understands other’s point of view
• Good analytical and consulting capabilities
• Demonstrate the ability to collaborate and communicate effectively with team members, contributing to their success