Solutions Architect

The Principal Solutions Architect (SA) is expected to be subject matter expert in multiple families of solutions.

The SA is responsible for driving a variety of initiatives and projects, coaches and/or mentors others SAs; and strategically works with sales, partners and customers to uncover and increase emerging business opportunities.

The SA takes a lead role in defining, developing, and supporting solutions and new technologies; prepares the team to be successful through proactive training, sharing knowledge, and communicating best practices.

• Acquires deep technical depth in their role;
  Is the “Go To” person for the solution, both technically and strategically; is on the forefront of their solution(s) and the implications for Anacapa offerings.
• Performs a lead role in executing the “Go-to-Market” for new offerings.
• Designs technical solutions not only considering the customer’s infrastructure but also the business limitations and opportunities; operates comfortably beyond standard approaches to satisfy the needs of all the stakeholders.
• Reviews peer’s designs for quality and accuracy.
• Determines and defines services that complement and/or round out proposed hardware and software engagements, estimates required engineer effort.
• Operates beyond a ‘self’ focus for the benefit of the team and the practice to better Anacapa technology leadership, execution, and overall relevance to our customers; develops standardized templates of deliverables, including the SoW framework, tools, demo lab and scripts, and services calculation (Calc); provides leadership to equip Anacapa to deliver the solution at a high level of quality.
• Communicates and trains the team on changes in technologies, procedures, solution implementations and approaches.
• Develops training materials for team members to use with Anacapa audiences.
• Promotes a culture of knowledge sharing and collaboration by organizing knowledge bases, contributing regularly, and encouraging team members to contribute.
• Coaches and mentors team members to improve their technical, consulting, and sales skills.
• Acts as a resource to SAs and Account Managers for advice and recommendations on technical design issues and product choices.
• Conducts technical assessment and expertise evaluations during the candidate selection process.
• Assist managers with new hire SA leads shadow assignments; proactively provides assistance and guidance to new hires to accelerate productivity.
• Follows up on implemented solutions and identifies new opportunities that complement the work that was completed.
• Advises team members and sales prior to customer calls and/or sales strategy sessions.
• Assists customer in understanding their equipment maintenance contracts, upgrade needs, and renewals; analyses the most cost-effective approach for the customer (e.g. renew the contract or purchase new equipment and contract.)
• Incorporates financing (through manufacturer or third party) as part of the sales proposal and discussion; looks beyond the current infrastructure/problem toward a three to five year roadmap.
• Guides (compares and contrast) customers in their decision making within all tiers of Anacapa (e.g., Cisco vs. McAfee/Juniper) as well as with external competing technologies/solutions (e.g. Dell vs.Net App/EMC).
• Initiates new event ideas; collaborates with Partners and Sales to design events that can be replicated by other SAs; secures funding to support Anacapa customer events.
• Delivers presentations and conducts sales conversations with confidence and credibility to C-level clients, both in small meeting and large group formats.
• Develops presentation content for the team.
• Delivers presentations and conducts sales conversations with confidence and…