Sales Solution Architect

What's the role?

Summary of Job

The Business Solutions Architect works within a global account team structure and is responsible for expanding relationships, revenue, and influence at assigned customer bases.

The role requires exceeding aggressive sales objectives in the Software Defined automotive industry, focusing on digital cabin experiences and Advanced Driver Assistance Systems (ADAS).

The architect builds and nurtures strong relationships with senior software leaders, generating, advancing, and closing large, complex software/services transactions involving multiple Director and VP decision makers.

Key Responsibilities

Technical Discovery

• Lead value-selling sales engagements with HERE teams to identify and develop industry solutions.
• Connect customer insights and pain points to relevant HERE products.
• Incorporate ecosystem and partner analysis in solution architecting proposals.
• Identify required project and technical steps to drive opportunities.

Solutions

• Serve as technical lead for large-scale solution design using microservice-based architectures.
• Create optimal solution architectures and proposals (including Statements of Work) that uniquely solve HERE and 3rd party business problems.
• Identify & mitigate risks throughout opportunity & development lifecycle.
• Build initial business case and proposals in support of proposed solutions.
• Develop proof-of-concept solutions using HERE components to support business development efforts.

Customer Engagement

• Represent the voice of the customer back to HERE teams, including requirements, competitive insights & inputs for business cases.
• Build customer loyalty by becoming a trusted technical advisor for complex solutions.
• Engage with the customer to understand needs and expectations, ensuring internal initiatives reflect customer business and technical requirements.

Team Collaboration

• Partner with account executives, partner managers, industry solutions teams to gain full understanding of our ecosystem and partner network.
• Actively support account teams with solution advice, presentations, and customer communications.
• Build a network and engage with Business & Functional Groups to develop expertise across the HERE portfolio and capabilities.

Industry Leadership

• Drive precision in technical aspects of industry/segment problem statements.
• Keep up to date with new industry and technology trends.
• Understand SOC / Perception vendors expanding role in next gen nav and autonomy, particularly where the Map plays a critical role.

Sales & Account Management

• Target new bookings and buying centers in existing Global Automotive Customers (GM/Ford).
• Engage and maintain relationships with large Tier 1 partners, servicing the Automotive Industry.
• Develop and implement account strategies that maximize value for prospects and HERE.

Who are you?

Environment

Works independently with regular engagement and direction from the Global Account Director or Senior Director/VP levels.

Drives and motivates cross-functional groups within HERE to meet and exceed expectations on deliverables.

Ensures all HERE activities follow lifecycle management and architecture principles, including required deliverables, standards, and best practices.

Proactively identifies new and innovative ways to respond to new challenges and business initiatives.

Scope

Strong individual contributor working in a global OEM team.

Exceptional problem-solver and influential collaborator.

Creates and executes specific OEM business plans.

Cooperates and orchestrates across functional teams to architect solutions that satisfy customer needs.

Represents HERE values with utmost professionalism in external engagements.

Impact & Decision Making

Responsibility/accountability for new revenue creation and driving solution adoption.

Develop deep relationships with key decision makers and stakeholders within global OEMs.

Expert at identifying and leading appropriate resources required to develop and execute complex software sales.

Facilitates the decision-making process for customers.

Impact is primarily to architecture of the solutions built to match the opportunity.

Position Requirements

10+ years of successful B2B sales experience in automotive technology (software, IVI, ADAS).

6+ years experience in technical solution design, implementation, or consulting with a focus on cloud services or SaaS.

3+ years experience in software pre-sales consulting.

BS/MS in Computer Science, Computer Engin