North America Pre-Sales Solution Architect (m/f/x)

SEEBURGER is a global provider of an agile, secure and scalable business integration platform that takes a blended approach to integration supporting B2B/EDI, MFT, e-Invoicing, IoT, API and Enterprise Application Integration (EAI) use cases, includes Hybrid Integration Platform capabilities and pre-packaged industry solutions (Open Banking, etc.). SEEBURGER’s industry-leading solutions are available on any cloud, as hybrid or on-premise deployments. SEEBURGER offers a unique career opportunity with high growth potential in North America, focusing on industries such as Banking and Financial Services, Energy and Utilities (specifically Oil, Gas and Chemical), Healthcare, and others.

The Position

We are searching for a Pre-sales Solution Architect to address the following parts of our portfolio:

• SEEBURGER Business Integration solutions, including MFT, B2B/EDI, MFT, API Management, etc., delivered on-premise, hybrid or as cloud.
• The primary vertical focus of the role is in financial industries and insurance, oil & gas, energy and chemical market segments, with a secondary vertical market focus of healthcare and federal/state.
• The Pre-sales Solution Architect needs to have a sound understanding of business drivers and use cases for B2B, MFT, BPM, SOA, API Integration and API Management, Digital Applications, EAI including SAP integration, Cloud, and EDI processing and translation.
• The candidate will be responsible for developing and supporting the sales process for our market segements including our Alliances Team, to help drive software license and services sales in North America, however also globally when applicable, through alliances and business partners. The candidate engages in account transactions based on technical expertise required in specific deals/programs leveraging specialized knowledge base across multiple accounts. Focuses on the area of technical expertise, e.g., specific products/areas within SEEBURGER’s target industries and market segments. Responsible for technical consulting work with channel partners in selling and supporting company solutions. Provides technical support in sales presentations, product demonstrations, and customer training.

Your Responsibilities and Tasks

Opportunity Evaluation

• Gathers and assesses customer needs, both business and technical
• Identifies potential problem areas that require a more in-depth review
• Determines probable competitors and compiles comparison analysis
• Assess product roll-out data and training needs for the customer
• Assist with RFP inquiries

Solution Design and Planning

• Architects, a technical solution to meet the customer's business requirements
• Execute proof of concepts
• Creates an optimal solution that will fit current and future needs
• Ability to design a solution and the flexibility to shift gears when requirements change
• Determines the validity of a solution and its components
• Ensures that the solution architecture is scalable

Customer Management

• Maintains excellent communications with customer management
• Represents the company as a technical expert with customers; shares knowledge in the area of expertise and links to related technology areas
• Advances opportunities through the use of effective consultative selling techniques
• Partners effectively with others in the account to ensure problem resolution and customer satisfaction
• Communicates and articulates the details of solution design in an easy to understand manner

Alliances Collaboration

• Actively supports the Alliances Team with solution advice, proposals, presentations, and other customer communications
• Cultivate relationships with the partner organization and works in tandem with the Alliances Team on daily activities to support existing and new partnerships

General Pre-Sales tasks

• Analyze and provide support to deals in the pipeline where needed
• Effectively engage other departments and resources within SEEBURGER organization and partner organizations
• Identify overlooked opportunities suggested by technical expertise
• Facilitate a seamless transition from sales to implementation by informing the appropriate teams to the solution design
• Represents SEEBURGER at conferences, industry, and sales events
• Provide advanced technical presentations for customers, and prospects, remotely and in-person

Knowledge and Skills

Technical/Solution

• Demonstrates a broad knowledge of the company's technology & solutions, with deep expertise in the area of specialization and related technologies
• Applies broad understanding of technical innovations & trends to solving customer business problems
• Establishes thought leadership in technical specialty area with customers
• Demonstrated ability to work as the lead for large complex projects
• Has a high-level understanding of the company's product roadmaps
• Has demonstrated extensive hands-on level skills with similar technology

Business

• Creates solutions that address customer business requirements
• Persuasively communicates the value of the solution regarding financial return and impact on customer business goals
• Appropriately tailors communications to varying levels of customer management

Industry

• Extensive level of industry acumen; keeps current with trends and able to converse with clients
• Demonstrates strong communications skills within all levels of an organization (mid-level management to C-level)
• Leverages strong understanding of the competition - both positioning strategy and technology - to create a competitive advantage for the company

Experience

• Technical University or Bachelor's degree in Computer Science preferred
• 5 - 7 years + experience in middleware and related technologies
• Software development experience in Java/J2EE a plus
• Experience working on public cloud platforms: AWS/Azure/Google Cloud a plus
• Experience in vertical industry preferred (Financial, Oil & Gas, Energy, Chemical, Healthcare, Government)
• Experience with integration software and services offered on-premise, hybrid or as a cloud solution service
• Ability to network, including setting up meetings with the practice and technology leaders for the IT areas, client partners, and business lines
• Experience in consultation delivery with enterprise software engagements
• Willing to work in an entrepreneurial environment with a global team

Contact Recruiting:

Jutta Ward

LinkedIn