Job details
Job type full-time
Full job description
About the position:
Juniper networks provides strategic solution development, integration, and deployment services to our customers through the professional services (ps) organizationThe solution architect is an exceptional technology leader with strong consultative engagement capabilities to develop transformational and outcome-based solutionsThe engagement with customers starts early developing new and innovative solution concepts and continues thru the sales process (rfi/rfp) into the post-sales period providing the architectural governance to ensure successful delivery of the solutionsThis technology consulting service will be provided to top amer customers and is targeted at customers with complex multi-vendor solutions.
The solution architect defines and executes the best consultative engagement approach for named target customers in close collaboration with the account teamsThe main objective is to generate new opportunities and provide the combined technology and services leadership thru closureJuniper services shall be positioned as an integral part of the proposed solutions and aligned with potential solution partnersThe role will be a key contributor to the solution designs (product + services) in rfi and rfp processes to position the juniper solution portfolio and win new, large opportunities.
Location: position can be remotely based in any us state.
The solution architect will build and maintain close relationships with:
Juniper account team along with existing and potential customers – with the aim to become a trusted advisor and consultant across a number of defined target accounts and opportunities throughout the lifecycle from initial engagement to closureThe knowledge transfer from sales to delivery cycle will be actively supported and guidance provided in the ongoing evolution.
Global services teams, in particular: technical delivery managers and technology consultants and the services sales teams.
Juniper solution partners, alliance partners and as well potential future solution partners
Juniper product line management teams
The overall objective of the role will focus on delivering a consultative approach; providing thought leadership, deliver commercial and technology innovation, co-ordination of cross-functional resources and help drive opportunities from qualification to closure, working in close partnership with juniper account teams.
The solutions defined shall have a compelling overall commercial framework in order to maximize our chances of success and in order to grow junipers product and services business in the segmentThe solution architect will determine the solution benefits and guide the sales team to position the benefits and key differentiators with a particular focus on the service value.
Responsibilities:
Close alignment with account teams, business development and architecture team to determine the right strategy for target accounts/opportunitiesAssists to develop new incremental pipeline through thought leadership activity internally and externallyWorking closely with account leadership to set and execute the account strategy.
Work with juniper sbm directors, global solution delivery plm, and account teams in identification and prioritization target accounts.
Engage with theater service business managers, advanced solution architects, solution architects, business development managers (bdms), services marketing, and global delivery leads to develop and support ps and services business pipelines and to closing deals.
Mainly focus on priority opportunities for the target use cases from qualification to closure working closely with the account team and other stakeholders, including building a comprehensive bid strategy, compelling customer value proposition and product/service commercial offer, architectural blueprint and technical differentiators, customer roi model and business value analysis for integration of multi-vendor solutions.
Works closely with account teams, partners and customers to analyze and feedback market requirements and trends, working closely with juniper product development/bus; to guide our product strategy, direction and solutions to align with the customer business/network priorities.
Engage with the technical community through industry events, web forums, and publications to share knowledge and evangelize juniper’s ps services and capabilities.
Works with marketing to drive external visibility of the juniper solutions – through events and media activity.
Provide technical and business thought leadership to delivery leader to influence vision and direction for developing delivery capabilities and readiness.
Determine opportunity-specific partnering strategy considering juniper’s existing partner eco-system but also beyond this group to create highly competitive solution offeringsSupport the creation of scope of partners in the bidding phase as well as the creation of a sow for solution partners as subcontractors.
Development of level of efforts, initial pricing, services proposals and statement of work for engagements.
After deal closure remain actively involved for continuity from pre-sales into delivery phase and on an ongoing basis for solution governanceJoin the architecture board of the project and build close collaboration with key customer architects and from partners.
Provide hands-on support during the delivery phase in key technology areas and transfer knowledge to project team.
Validate if the solutions have delivered the value expected once the system is in live operations to learn and replicate success.
Minimum qualifications:
Strong ability to lead, influence, and drive virtual teams to achieve common objectives.
Ability to build executive-level partnerships and communicate effectively with all levels of employees, individual contributors, and customers, from cxo organization at the customer side to individual contributor.
Excellent communicator and public speaker to a variety of audiences both internal and external.
Experience in defining and building commercial roi/tco models is critical.
Superior planning, organizational, influencing, negotiation, change management, and cultural awareness skills, including financial and global business acumen.
Professional services consulting and business consulting experience, including conflict management and hands-on delivery experience of technical projects.
An excellent understanding of the industry, the customer`s business issues and solution architecture to meet their business goals.
Ability to present at industry events, not `limited` to juniper technology; ability to compare our solutions with other industry options.
Strong communication and listening skills to enable transformational change in a positive work environment internally while maintaining strong partnerships with a diverse customer base.
Background and experience with product development life cycle, customer networks, ip core, security, switching, software defined networking, and ip edge routing is valuable.
Technical background and domain expertise in ci/cd, restful apis, networking, cloud, data center, security, and automation is valuable.
Preferred qualifications:
Bachelors and/or ms degree in computer science or computer/electrical engineering or equivalent with 10 - 12 years of related experience desired.
Prior experience with system intergration and multi-vendor solutions
Technical certifications in multiple disciplines.
Focused on large complex projects with mutliple vendors and technologies.
Strong writing and organizational skills – attention to detail – disciplined.
Other information:
Ability to travel domestically and internationally as required.
Travel up to 50% of the time is possible.
