Senior Solution Architect Austria

Red Hat, Inc.; Wien; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

Red Hat, Inc. is seeking a senior Technical Solution Architect to act as a trusted advisor across the full sales lifecycle. The role requires collaborating with Sales, Product, and Customer Success to design and position Red Hat solutions that meet customer business objectives.

Preference for Vienna-based candidates, with consideration for other Austrian locations. The role is hybrid, involving travel within Austria to engage with customers and partners as needed.

Qualifications

• Proven experience in solution architecture and sales enablement.
• Fluent English and German.
• Ability to travel as needed.
• Experience with customer success planning and account strategy.

Responsibilities

• Act as the technical leader for assigned accounts and become a trusted advisor to customer technical teams.
• Advise the Sales team on all technical aspects of the sales process.
• Collaborate with Sales to understand requirements and mitigate blockers.
• Develop proposals and respond to RFPs with technical input and solution recommendations.
• Design solutions aligned with customer business objectives.
• Lead the technical sales conversation and demonstrate Red Hat value.
• Show how Red Hat solutions address customer needs and constraints.
• Create, manage and execute Customer Success Plans with cross-functional teams.
• Influence Account Plans to grow pipeline and close opportunities.
• Coordinate with Account Executives to execute account strategy.
• Own the technical win for each opportunity and marshal resources.
• Work with Sales, Engineering, Product, and Support for seamless engagements.
• Provide ongoing technical support and guidance to customers.
• Regularly check in with customers to assess satisfaction and upsell opportunities.
• Serve as liaison to convey feedback and request product enhancements.

Skills

Solution architecture

Consultative selling

Sales process management

Customer success

Executive communication

Cross-functional collaboration

Problem solving

Tools

Red Hat Enterprise Linux

Ansible

OpenShift

Cloud platforms

Job description

Hybrid

Vienna - MSO

Remote Austria

Full time

R-059871

Job Summary

Act as a trusted technical advisor to customers, aligning Red Hat solutions with business objectives across the full sales lifecycle. Drive solution design, adoption, and success through deep collaboration with Sales, Product, and Customer Success teams.

The preference is for candidates to be based in Vienna, however, we will also consider those located in other parts of Austria.

What You Will Do:

• Become the technical leader at assigned customer accounts, building strong relationships to better understand their goals, challenges and desired outcomes and become the trusted advisor to their technical teams. Must be able to articulate what business the customer is in and how the sales or technical engagement impact the customer’s business.

• Be the technical advisor to the Sales team, providing guidance on all technical aspects of the sales process.

• Collaborate with the Sales team to understand customer requirements and technical needs, identifying and mitigating technical sales blockers.

• Assist in developing proposals and responding to RFPs (Request for Proposals) with technical expertise and solution recommendations.

• Design solutions to address customer challenges, aligning with their business objectives.

• Lead the technical sales conversation, conveying the ways in which Red Hat’s portfolio and architected solutions address the customer’s business and organizational requirements.

• Prove through demonstration and discussion how the use of Red Hat’s portfolio will solve customer issues and challenges.

• Create, manage and execute Customer Success Plans, collaborating with Sales, Customer Success, Adoption, and Consulting teams to ensure successful onboarding and implementation of Red Hat’s solutions. Plans must outline and address the problems being solved for, how they will be remedied and how success will be measured.

• Influence the Account Plan, collaborating with the Account team to increase pipeline and close opportunities.

• Partner with the Account Executive to operate according to account strategy, coordinating and holding accountable the extended sales team.

• Own the technical win for each sales opportunity, orchestrating the people and resources to achieve the customers’ acceptance of proposed technical solutions.

• Partner closely with Sales, Engineering, Product Management and Support to ensure seamless execution of customer engagements.

• Provide ongoing technical support and guidance to customers, addressing issues that arise.

• Conduct regular check-ins with customers to assess satisfaction levels and identify opportunities for expansion or upselling.

• Serve as a liaison between customers and Red Hat’s internal teams, conveying customer feedback, requirements and technical needs. Recommend product enhancements, features, etc., based upon customer feedback.

What You Will Bring

• Strong technical background with experience in solution architecture, consultative selling and complete sales process management (pre and post sales).

• Foundational level knowledge of Red Hat’s portfolio of products and an advanced level of knowledge of Red Hat Enterprise Linux, Ansible, OpenShift, Cloud and DevOps. Accounts may require depth of knowledge in additional areas, based upon customer needs and priorities.

• Excellent communication and executive presentation skills, with the ability to convey and demonstrate complex technical concepts to both technical and non-technical audiences. Conduct executive business reviews as required.

• Proven experience in customer success and technical account planning, account management or related roles, with a focus on delivering exceptional customer experiences.

• Strong cross functional collaborator with the ability to build and maintain strong relationships with customers and internal stakeholders.

• Strong discovery, problem-solving and analytical skills to understand customer requirements and design appropriate solutions.

• Able to adapt and flexibly work in a fast-paced, dynamic environment. Leverage Red Hat’s open culture to achieve business goals and objectives.

• Strong project management skills to manage multiple customer accounts and prioritize tasks effectively.

• Understanding of sales engagement business impacts and ability to quickly gain expert knowledge of the customer’s business.

• Willingness to travel as needed to meet the needs of the business and our customers.

• Fluent English & German language skills.

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About Red Hat

Red Hat (https://www.redhat.com/) is the world’s leading provider of enterprise open source (https://www.redhat.com/en/about/open-source) software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

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