Software AG
Senior IoT Solutions Architect (IoT)
Software AG, Reston, Virginia, United States, 22090
Software AG simplifies the connected world. Founded in 1969 it helps deliver the experiences that employees, partners and customers now expect. Its technology creates the digital backbone that integrates applications, devices, data and clouds; empowers streamlined processes; and connects "things" like sensors, devices and machines. It helps 10,000+ organizations to become a truly connected enterprise and make smarter decisions, faster.
Our story goes beyond technology. We put people first - employees, customers, and partners. We build strong teams and cultivate relationships that last. We provide incomparable products, solutions, services, and technical excellence for our customers. We are a team of over 5,000 colleagues across 70+ countries who value inclusion, integrity, and innovation. Our size means everyone has an impact and every voice is valued. We are big enough to compete and small enough to care.
Be you, join us .
ABOUT THE JOB
Senior IoT Solutions Architect (IoT)
As a Pre-Sales Senior IoT Solutions Architect (SSA), you will work with existing customers, prospects and partners to architect solutions using the Cumulocity IoT platform and Software AG capabilities. The Senior IoT Solutions Architect exhibits a high level of consulting maturity, hands-on technical know-how, operates independently in pre-sales activities and has the proven ability to solve customer problems and have conviction in presenting solutions.
The Senior IoT Solution Architect will learn and represent the highest degree of solution architecture and technical expertise within the Software AG products, primarily across two business units:
IoT & Analytics (Cumulocity IoT)Integration & API (webMethods & webMethods.io)Objectives:
Prospect Qualification: The SSA aids in qualifying prospects to assure they are well-aligned with Software AG's IoT, Analytics and Integration solution capabilities.Presales Lifecycle Management: The SSA provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.Account Management: The SSA owns key accounts from a technical perspective, and in some ways from a business perspective to identify ongoing opportunities and guide business users in the implementation of complex business solutions.Become a Trusted Advisor to existing customers, prospects and partners through interactive engagements within our regional labs, meetups, conferences, and meetings.Essential Job Functions
Prospect and Customer Facing
Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.Respond to the functional and business requirements and capabilities sections of RFI/RFPsEngage with the sales representative and prospect to ensure a prospect's business needs can be addressed with Software AG's go-to market capabilities.Listen, understand, and analyze the prospect's business requirements and compose, validate, and present the best possible Software AG solutionDefine POC/POV or custom demonstration scenarios and map functions of Software AG capabilities to prospects' needsLead teams of Systems Engineers on implementation of POC/POV's and custom demos. Ensure the demonstration fulfills the prospect's requirements and highlight and differentiate Software AG's capabilities.Define the prospect's target architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect's target architecture.Prospect, Customer, and Partner Technical LiaisonEstablish trusted relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.Participate on meetings and conferences with customers and partners to serve as a liaison between Software AG internal organizations such as Technical Support, Customer Success and Product Development.Internal Facing
Engage with Product Management to participate in the authoring of early stage materials (presentations, solution white papers, customer success stories, and marketing slicks) and related business solution demonstration scenarios that highlight Software AG's capabilities.Advise internal senior management on the technical and business strategy within active deals.Maintain alignment with Marketing and Product Management of existing and future platform capabilities and help drive product innovation.Keep up to date with any new Software AG solutions across the business units. Understand functionality and interoperability of Software AG components.Collect and communicate competitive intelligence from the fieldBe a Go-To Person on competitive information for Products and VerticalsExchange best practices and share knowledge within SA and SE CommunityGuide Solution Architects and SEs in Technical and Business situations to become more effective in handling objections and customer challengesABOUT YOU
Skills
Customer-Oriented Skills
Experience engaging with senior leaders (CxO & Director level) on various solutions and business problems. Able to listen and analyze a prospect's requirements and present to a compelling business value message of a solutionDemonstrated ability to present technology solutions to executive levels with a focus on solution sellingProvide presales support to the largest, most well-qualified dealsAbility to craft, review and augment Proof Of Concept documents, SOWs, and various project plans involving Software AG technologies.Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources.Able to work independently and multi-task while managing multiple customers at a timeAbility to guide and consult customers on various levels of the organization.Business and Leadership Skills
Demonstrate a team attitude and leadershipAbility to act as a mentor due to outstanding character, judgment and knowledgeExcellent written and verbal communication skillsProven ability to manage time and deliver on deadlinesExperience developing and presenting clear and concise product briefings Proven ability to unearth business requirements & DriversProven ability to map business drivers & initiatives to technology offering & differentiatorsAble to lead teams of Systems Engineers on Proof Of Concepts, Solution/Architecture Planning and custom demos.Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challengesTechnology and Consultative Skills
Strong hands on experience with implementation of IoT technologies in customer projects or in a Pre-Sales role doing demos and Proof of ConceptsProvide planning, architecting and managing of IoT solutions to highly complex problems and challengesExpert in providing best practices to customers and helping with their IoT strategy and implementation planning - capacity, servers, deployment etc.Strong understanding and speaking knowledge about IoT platforms and competitive platforms in the marketLead customer and internal Technical and Business meetings to guide attendees to a common goal.Education and Experience
BS Degree in Computer Science, CIS, Informatics, Mathematics, Engineering5+ years practical architecture and design with IoT technologies3+ years in Consulting management role including, business development, mentoring, technology solutions development and relationship managementExcellent verbal communication, written communication, and presentation skillsUnderstanding of manufacturing plant application landscapes, business application landscapes, cloud architectures and distributed computingDesired experience and/or proficiencies in some of the following areas
Competency in at least one of the following languages (e.g. Java, C/C++, Python, Node.js)Knowledge of IoT cloud and edge reference architecturesKnowledge of the IoT Ecosystem (devices, sensors, connectivity, cloud platforms, vertical solutions, etc.)Knowledge of IoT application protocols (MQTT, HTTP, CoAP), and industrial fieldbus protocols (Modbus, OPCUA, etc.)Knowledge on wireless LAN and LPWAN technologies (NB-IoT, LoRaWAN, etc).IoT solution experience in specific verticals (Manufacturing, Utilities, Smart Cities, etc.)Experience with streaming analytics and/or machine learningExperience with Business Infrastructure concepts and technologies (API, SOA, Microservices, ESB, SOAP/REST, Docker, Kubernetes, VMWare, Azure, GCP, AWS)Proven track record in handling multiple customers/opportunities at the same time and driving the opportunities to a successful sales closure.WHAT YOU CAN EXPECT
Software AG has a fun culture and business casual dress environmentHealth, Vision & Dental Insurance starts your first dayThree weeks paid vacation & three weeks paid sick leave10 paid holidays (including a floating holiday and a community service day)401(k) Plan with up to 5% employer matchQuarterly company/employee eventsTraining Programs & Tuition ReimbursementEmployee Referral Bonus ProgramFree ParkingFree snacks & beveragesWhat's in it for you?
Earn
competitive total compensation
and receive comprehensive country-specific medical and other benefits.Enjoy time and location flexibility with our
Hybrid Working Model,
which allows a remote workshare of up to 60%. Work anywhere in your country or abroad for up to 10 days per year.Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment.Lean on the
Employee Assistance Program
for support during some of life's most common but difficult challenges.
At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.
We believe that diversity, equity, and inclusion is critical to our success as a global company, and we seek to recruit, compensate, develop, promote, and retain the most talented people from a diverse candidate pool.
To all recruitment agencies: Software AG does not entertain unsolicited CVs without prior approval from Software AG's Talent Acquisition Team. Kindly refrain from sending CVs to our job's alias, Software AG employees, or any other organizational location without explicit consent. Software AG assumes no responsibility for any fees associated with unsolicited CVs.
It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant's or Employee's age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status. It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant's or Employee's age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.
Our story goes beyond technology. We put people first - employees, customers, and partners. We build strong teams and cultivate relationships that last. We provide incomparable products, solutions, services, and technical excellence for our customers. We are a team of over 5,000 colleagues across 70+ countries who value inclusion, integrity, and innovation. Our size means everyone has an impact and every voice is valued. We are big enough to compete and small enough to care.
Be you, join us .
ABOUT THE JOB
Senior IoT Solutions Architect (IoT)
As a Pre-Sales Senior IoT Solutions Architect (SSA), you will work with existing customers, prospects and partners to architect solutions using the Cumulocity IoT platform and Software AG capabilities. The Senior IoT Solutions Architect exhibits a high level of consulting maturity, hands-on technical know-how, operates independently in pre-sales activities and has the proven ability to solve customer problems and have conviction in presenting solutions.
The Senior IoT Solution Architect will learn and represent the highest degree of solution architecture and technical expertise within the Software AG products, primarily across two business units:
IoT & Analytics (Cumulocity IoT)Integration & API (webMethods & webMethods.io)Objectives:
Prospect Qualification: The SSA aids in qualifying prospects to assure they are well-aligned with Software AG's IoT, Analytics and Integration solution capabilities.Presales Lifecycle Management: The SSA provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.Account Management: The SSA owns key accounts from a technical perspective, and in some ways from a business perspective to identify ongoing opportunities and guide business users in the implementation of complex business solutions.Become a Trusted Advisor to existing customers, prospects and partners through interactive engagements within our regional labs, meetups, conferences, and meetings.Essential Job Functions
Prospect and Customer Facing
Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.Respond to the functional and business requirements and capabilities sections of RFI/RFPsEngage with the sales representative and prospect to ensure a prospect's business needs can be addressed with Software AG's go-to market capabilities.Listen, understand, and analyze the prospect's business requirements and compose, validate, and present the best possible Software AG solutionDefine POC/POV or custom demonstration scenarios and map functions of Software AG capabilities to prospects' needsLead teams of Systems Engineers on implementation of POC/POV's and custom demos. Ensure the demonstration fulfills the prospect's requirements and highlight and differentiate Software AG's capabilities.Define the prospect's target architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect's target architecture.Prospect, Customer, and Partner Technical LiaisonEstablish trusted relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.Participate on meetings and conferences with customers and partners to serve as a liaison between Software AG internal organizations such as Technical Support, Customer Success and Product Development.Internal Facing
Engage with Product Management to participate in the authoring of early stage materials (presentations, solution white papers, customer success stories, and marketing slicks) and related business solution demonstration scenarios that highlight Software AG's capabilities.Advise internal senior management on the technical and business strategy within active deals.Maintain alignment with Marketing and Product Management of existing and future platform capabilities and help drive product innovation.Keep up to date with any new Software AG solutions across the business units. Understand functionality and interoperability of Software AG components.Collect and communicate competitive intelligence from the fieldBe a Go-To Person on competitive information for Products and VerticalsExchange best practices and share knowledge within SA and SE CommunityGuide Solution Architects and SEs in Technical and Business situations to become more effective in handling objections and customer challengesABOUT YOU
Skills
Customer-Oriented Skills
Experience engaging with senior leaders (CxO & Director level) on various solutions and business problems. Able to listen and analyze a prospect's requirements and present to a compelling business value message of a solutionDemonstrated ability to present technology solutions to executive levels with a focus on solution sellingProvide presales support to the largest, most well-qualified dealsAbility to craft, review and augment Proof Of Concept documents, SOWs, and various project plans involving Software AG technologies.Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources.Able to work independently and multi-task while managing multiple customers at a timeAbility to guide and consult customers on various levels of the organization.Business and Leadership Skills
Demonstrate a team attitude and leadershipAbility to act as a mentor due to outstanding character, judgment and knowledgeExcellent written and verbal communication skillsProven ability to manage time and deliver on deadlinesExperience developing and presenting clear and concise product briefings Proven ability to unearth business requirements & DriversProven ability to map business drivers & initiatives to technology offering & differentiatorsAble to lead teams of Systems Engineers on Proof Of Concepts, Solution/Architecture Planning and custom demos.Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challengesTechnology and Consultative Skills
Strong hands on experience with implementation of IoT technologies in customer projects or in a Pre-Sales role doing demos and Proof of ConceptsProvide planning, architecting and managing of IoT solutions to highly complex problems and challengesExpert in providing best practices to customers and helping with their IoT strategy and implementation planning - capacity, servers, deployment etc.Strong understanding and speaking knowledge about IoT platforms and competitive platforms in the marketLead customer and internal Technical and Business meetings to guide attendees to a common goal.Education and Experience
BS Degree in Computer Science, CIS, Informatics, Mathematics, Engineering5+ years practical architecture and design with IoT technologies3+ years in Consulting management role including, business development, mentoring, technology solutions development and relationship managementExcellent verbal communication, written communication, and presentation skillsUnderstanding of manufacturing plant application landscapes, business application landscapes, cloud architectures and distributed computingDesired experience and/or proficiencies in some of the following areas
Competency in at least one of the following languages (e.g. Java, C/C++, Python, Node.js)Knowledge of IoT cloud and edge reference architecturesKnowledge of the IoT Ecosystem (devices, sensors, connectivity, cloud platforms, vertical solutions, etc.)Knowledge of IoT application protocols (MQTT, HTTP, CoAP), and industrial fieldbus protocols (Modbus, OPCUA, etc.)Knowledge on wireless LAN and LPWAN technologies (NB-IoT, LoRaWAN, etc).IoT solution experience in specific verticals (Manufacturing, Utilities, Smart Cities, etc.)Experience with streaming analytics and/or machine learningExperience with Business Infrastructure concepts and technologies (API, SOA, Microservices, ESB, SOAP/REST, Docker, Kubernetes, VMWare, Azure, GCP, AWS)Proven track record in handling multiple customers/opportunities at the same time and driving the opportunities to a successful sales closure.WHAT YOU CAN EXPECT
Software AG has a fun culture and business casual dress environmentHealth, Vision & Dental Insurance starts your first dayThree weeks paid vacation & three weeks paid sick leave10 paid holidays (including a floating holiday and a community service day)401(k) Plan with up to 5% employer matchQuarterly company/employee eventsTraining Programs & Tuition ReimbursementEmployee Referral Bonus ProgramFree ParkingFree snacks & beveragesWhat's in it for you?
Earn
competitive total compensation
and receive comprehensive country-specific medical and other benefits.Enjoy time and location flexibility with our
Hybrid Working Model,
which allows a remote workshare of up to 60%. Work anywhere in your country or abroad for up to 10 days per year.Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment.Lean on the
Employee Assistance Program
for support during some of life's most common but difficult challenges.
At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.
We believe that diversity, equity, and inclusion is critical to our success as a global company, and we seek to recruit, compensate, develop, promote, and retain the most talented people from a diverse candidate pool.
To all recruitment agencies: Software AG does not entertain unsolicited CVs without prior approval from Software AG's Talent Acquisition Team. Kindly refrain from sending CVs to our job's alias, Software AG employees, or any other organizational location without explicit consent. Software AG assumes no responsibility for any fees associated with unsolicited CVs.
It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant's or Employee's age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status. It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant's or Employee's age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.