Sales Solutions Architect- Riyadh

2 months ago

جدة, Saudi Arabia HERE Technologies Full time

What's the role?:
You as a Solution Architect / Pre-Sales Consultant are a big picture thinker and in-depth problem solver, able to discover customer challenges and leverage HERE products, technology and data assets to design solutions solving a variety of problems by utilizing location intelligence in multiple markets. Working directly with HERE Account Executives and HERE Partner Account Managers, the SA provides technical consulting with the goal to become a trusted advisor to HERE Customers and Partners. You are part of a team of over 10 solution architects with specialization in areas like Automotive, Transportation & Logistics (Fleet telematics, Supply Chain Visibility, Tour Planning & Execution, Middle/Last Mile, Field/Workforce Management, Yard/Warehouse Management), Insurance (User Base Insurance), Public Sector (GIS, Traffic Management), Energy & Utilities (Telco, Tech), Software/Cloud Technologies.

You will work mainly with HERE Partner Account Managers across the MEA regions (mainly Saudi Arabia and UAE and possibly extended to other territories such as South Africa) and with HERE Customers & Partners companies (Dubai Technologies, SDAIA, ESRI ).

The role will have the following elements:

- ** Opportunity Analysis**- Identify customer challenges as part of technical discovery process and solve as part of value-selling engagements with our sales and account teams (be the business consultant that understands customer business processes and maps them to technology solutions to optimize business outcomes)
- Clearly connect customer insights and observed pain points to relevant HERE products and technology assets
- Incorporate ecosystem and partner analysis in any solution architecture proposals
- Identify required project and technical steps to drive the opportunity from discovery stage to contract closure
- ** Solutions**- Support pre-sales activities focused on winning new business in concepting unique services solutions that connect how we uniquely solve customer pain points with HERE Technologies products & assets
- Participate in value-based-selling methodology in understanding and articulating how our product assets & technology stack contribute to solution offerings proposed to the customer
- Provide direct and deep technical expertise for opportunities
- ** Customer**- Represent the company as a solution & technical expert with customers
- Build relation with a key account or group of key customers
- Build customer loyalty by becoming a trusted advisor
- Represent voice of customer back to HERE product & engineering teams, including customer & market requirements, competitive insights & inputs for business cases to justify investment decisions
- ** Team Collaboration**- Actively support the account teams with solution advice, answer RFQ/RFIs, deliver presentations, and communicate to customers ensuring the success of the sales process
- Partner across industry leads, partner teams & industry relations teams to gain full understanding of our eco-system and partner network - to better inform solution options for our customers
- Build a network and engage with Business Groups and relevant Function Group to keep the full overview of the HERE portfolio and Capabilities e.g. pricing, marketing, strategy, portfolio planning, research, big management, legal
- ** Industry**- Keep up to date with new industry and technology trends in order to maintain skill set and overall effectiveness

Who are you?:
To be successful as a Solutions Architect, you will have the rare combination of deep technical knowledge in combination with great sales and presentation skills. You simply love to be in front of the customer making sure we land the deals that the sales teams have discovered.

For this your background will most likely look like this;
- Degree in Computer Science, Computer Engineering or Management Information Systems preferred, alternatively education in Business Administration (Masters in Business Administration preferred)
- 6 - 9 years of successful experience in solutioning & consulting either in platform/cloud or professional services, sales or customer organizations.
- Mandatory Experience with location technology in the area of mapping, tracking, routing, EV routing, tour optimization, GIS,
- Mandatory experience with software solutions in transport management system, fleet telematics, global supply chain visibility, middle and last mile solution
- Understanding of developments within Transport & Logistics industry, IOT / Tracking, Energy Oil&Gas, Insurance
- Experience in building business cases and using ROI modeling
- Understanding of contemporary and vastly used cloud technology concepts
- Working knowledge in disruptive technology concepts: Cloud Platform, Location data processing, data AI, machine learning, Big Data & Analytics and Autonomous Driving
- Strong partner orientation - readily identifies and qualifies partner needs and opportunities
- Proven track record in delivering large-sc

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