• Solution Specialist - Future Data Centre

    Job Locations SG-Singapore
    Posted Date 6 days ago(12/4/2018 11:37 PM)
    # of Openings
  • Overview

    The Software Solution Specialist (Sol Spec) is responsible for driving and co-owning solution sales, business development, and marketing activities within his/her assigned country with some potential regional or global involvement on an as required basis. The role functions as a partnership with the primary account manager and as a result is not limited to traditional “overlay role” restrictions, the Sol Spec is expected to take a consistently proactive approach to developing the technical solutions business ensuring it is aligned to customer requirements. The Sol Spec is the technical lead in the country for pre-sales (including transactional, professional services and managed services with a strong focus on the latter) customer engagements and sales enablement for the respective territory. The role also serves as the liaison between the assigned sales team and customers and service delivery resources which include both in-house and partner delivered services. The Sol Spec will scope services opportunities and assist in the creation and delivery of Statements of Work (SoW) to customers. The Sol Spec will be required to maintain an advanced level of technical knowledge across a broad set of foundational technologies as well as at least one specific technology set to serve as the subject matter expert for that specific subject on a national and/or global scale.


    Practice Summary:

    There are 2 key focus areas for the Sol Spec and the Sol Spec will be expected to focus primarily on one of these areas but have capability across all 3

    1. Future Data Centre (*FDC) is the technology practice focused on the delivery of software centric datacenter solutions with an emphasis on Hybrid Cloud and Next Generation datacenter technologies (future in the context of next-gen). The role will require cross solution level technical understanding and expertise across multiple platforms (primarily Windows & Linux), hybrid cloud (with a focus on management, operations, and automation), database (SQL, ORCL, SAP) and public cloud (IaaS, PaaS). While there will be no limitations on the publishers and vendors that can be included in these practice solutions, foundational partners such as, but not limited to, Microsoft, VMware, Red Hat, AWS and IBM will serve as foundational technologies within the stack. The practice will also include “emerging technology” solutions from newer publishers and vendors that are finding traction in the broader marketplace and/or serve a specific niche solution.
    2. Future Workplace (*FW) is the technology practice focused on the delivery of enhanced collaboration tools and services to end users. The platforms are predicated on Microsoft technologies, Windows, Office 365 and migration services from on premise infrasdtructure services into Office 365 with Teams, Yammer, and associated technologies.
    3. Business Networking and Security (*BNS) which focusses on professional and managed services to ensure customers can manage risk. This includes areas such as Identity Management, Information Rights Management, Threat Protection, Intrusion Detection etc as well as core networking fundamentals such as network topologies, firewalling, network segmentation and optimization.


    Sales & Services

    • Partners and co-owns sales activities at a customer level with the field-based account manager (Business Development Manager [BDM]) and also the in life service Customer Success Manager (CSM).
    • Performance and success measured by GP performance of region and individual accounts. t.

    • Analyze & gather business requirement from large & complexity client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements.
    • Responsible for partnering with BDMs, CSMs, and local sales leadership to drive net new business opportunities within the existing regional account base as well as supporting customer acquisition activities as assigned.
    • Prepares cost estimates for licensing and product sales as well as professional and managed services (deployment, migration, implementation, workshops, etc.) by studying blueprints, plans, and related customer documents; consulting with other engineers, architects, practice leads and other professional and technical personnel (both internal and external).
    • Develop overall solutions including high-level design (e.g.-Whiteboarding), statements of work (SOW), service design and bills of materials (BOM).
    • Contributes to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and courses of action; implementing directives.

    General Business Development, Marketing, & Partnerships


    • Assist and own partnership/alliance functions to assigned partner relationships. This may include being primary contact for Partner/Channel Account Managers and assisting in GTM and business planning as well as driving forward programmatic initiatives.
    • Develop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.) to ensure available resources are being utilized where appropriate.
    • Act as a technical evangelist for marketing activities including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.
    • Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.


    • Travel required up to 10%.

    Maintain and report on service delivery, sales pipeline, along with opportunity and project status.



    • Maintain and acquire advanced level technical certification in assigned area and maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.


    • University degree preferred (in the field of Information Technology and/or or equivalent combination of experience and education; Master’s degree preferred).
    • 5+ years or equivalent experience selling products and services in datacenter ecosystems.
    • Ability to sell, scope, price with limited support.
    • Documented successful sales of enterprise-wide services including those on Azure, AWS and Office365.
    • Advanced-level Partner Sales and Technical Certifications required.
    • Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel in regard to positioning sales and solutions.


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