Senior Director - Solutions Engineering

Sungard Availability Services Wayne , PA 19080

Posted 3 months ago

Title: Senior Director

  • Solutions Engineering

Job Type: Permanent

Location: Wayne-PA


The Sr. Director, Solution Architecture will be an important player in driving revenue for Availability Services' largest and most complex sales opportunities and as such carries the mandate to lead a regional team of Solution Architects and Engineers in support of Account Executives. The Sr. Director will be an important player in eliciting the Availability Services (AS) value chain through the implementation, coaching and measurement of a consultative and application-based sales methodology, to better serve Account Executives in selling value-based AS solutions.

The qualified candidate will be responsible for the management and development of a virtual team of 8-10 individuals, while working with AS Management in creating and delivering sales materials and training with intent to shorten sales cycles, increase close rate and improve product penetration rates through a structured solution-sell methodology. This methodology will include business challenges, technical content and consultative analysis in support of the AS solution set.

The Sr. Director will also coordinate with AS Operations and Implementation teams to foster Sales and Operational Readiness for all new and existing services, and develop Reference Architectures and standard sales, Design review, turnover and implementation designs for AS offerings.

The Sr. Director must remain current on all major industry trends related to Availability Services. He/she will be responsible for articulating both internally and externally the features, values, and benefits of a Sungard solution. The Sr. Director will also be engaged in specific, strategic solution opportunities, both to improve the methodology, train the Sales and Support teams, and to increase business close rates.

The successful candidate will also act as contact point for Sales opportunities outside of productized offerings, evaluating them for business fit, operational readiness, cost of operation, and market segmentation while acting as a point of escalation for customer satisfaction issues.

Responsibilities include:

  • Cultivate, excite, and retain an outstanding Solution Architecture team.

  • Help to evolve a unique and distinctive organization and share the strategic vision in order to deliver outstanding Availability Services results.

  • Solicit and dissect client requirements and craft complex availability solutions that utilize consulting services, managed services, advanced and traditional availability services as dictated by the client need.

  • Develop and maintain a positive working relationship with the sales teams.

  • Manage, develop and provide senior level contributions in special engineering and technology projects as needed.

  • Ensuring up to date status and next steps in SDFC.

  • Ensuring that deal is design technically and financially to meet client needs.

  • Manage general individual and team reporting functions as required.

  • Drive New business and retain existing book of business.

  • Act as a trusted advisor

  • Drive face to face meeting.
  • Work with Service Transition and Operations to ensure smooth client transition.

Professional Experience and Qualities:

  • Uniquely talented and highly intelligent with a results-oriented mindset.

  • Fifteen (15) - Twenty (20) years' experience in the technology industry, which has been gained from consumer-facing roles in marketing and sales, and/or solutions engineering.

  • Significant experience in the background of information technology/IT infrastructure segment.

  • Proven track record of establishing and solidifying strategic relationships with key customers and partners, while representing suites of complex IT, IT services, and/or Advanced Availability solutions.

  • Ability to take a holistic and strategic view of the business process, leveraging a deep understanding of end-to-end business models and sales.

  • Self-starter with a reputation for being an effective change agent.

  • Tenacious work ethic, doing "whatever it takes" with resolve, integrity and an appropriate sense of urgency to meet deadlines and get the job done.

  • Exhibited skill-set, capabilities, and hard-hitting determination to drive through actions in partnership with management/business unit partners.

  • Prior experience building, leading and motivating highly collaborative teams.

  • Be an optimistic, energetic person who loves engaging with people - whether they are customers, prospects, or just members of the community.

  • World-class reliability - our customers will expect rapid responses to product questions.

  • Experience balancing multiple customers while getting results quickly.

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Senior Director - Solutions Engineering

Sungard Availability Services