Solution Architect - Canada (Partner / Commercial))

CanadaOn-site

Responsibilities

Conduct thorough assessments to identify gaps, opportunities, and challenges, ensuring that solutions are tailored to meet both immediate and future needs.
Champion the technical validation process, including product demonstrations, technical presentations, managing proofs of concept (PoCs), addressing customer objections, and ensuring that the technical value of SUSE’s solutions is fully realised.
Ensure that customer needs are reflected in new product features, updates, and messaging, while facilitating regular feedback loops, and support escalations to ensure product improvements align with customer expectations and maximise value.
Collaborate with Field and Specialist Sales, Partner Ecosystem, and Customer Success teams to create Account Plans to drive solution adoption and ensure customer satisfaction throughout the sales lifecycle.
Support the analysis of competitor offerings and collaborate on developing strategies to differentiate SUSE solutions, identifying key advantages in specific use cases.
Conduct research and draft responses to the technical segments of requests for information (RFIs), requests for proposals (RFPs), and requests for quotes (RFQs).

Contribute to the development of go-to-market strategies with regional sales teams, and participate in marketing efforts through presentations, blogs, technical speaking engagements, rodeo’s and booth demo’s.
Experience in technical consulting, pre-sales engineering, or solution architecture, with a focus on enterprise software solutions.
Practical skills with Linux systems, open-source software, and related infrastructure solutions, with
experience in cloud computing and container technologies like Kubernetes.
Proven ability to articulate complex technical solutions clearly and effectively to diverse audiences up to CXO level, translating technical concepts into business value and demonstrating how they align with customer objectives.
Experience in creating technical demonstrations and whitepapers to illustrate product value through use cases.
Experience in designing and delivering complex enterprise solutions, ensuring scalability, security, and reliability.
Exceptional consultative-selling skills, fostering meaningful customer relationships, guiding engagements, and serving as a trusted technical advisor through collaboration Proficiency in competitor analysis and solution positioning, showcasing SUSE's advantages over peers.