Sales and Solutions Architect

The Workday Sales Solution Architect is a strategic and client-facing role with deep domain, product, industry and/or solution area expertise.  The Sales Solution Architect collaborates with Sales through all stages of the sales process to develop product solutions scope and proposals, produce client-tailored sales meeting materials, conduct solutions demonstrations as needed and lead the hand-off to the delivery team(s).  In addition, the Sales Solution Architect is responsible for staying current on market, industry and Workday trends and feedback. The Sales Solution Architect will act as a trusted adviser to prospects and customers and provide consultation on product capability and value.

Responsibilities:

• Prep (configure), conduct and lead effective Workday solution demonstrations across multiple functional areas.  Tailor materials and demos based on client need and competitive landscape. Create new materials where needed.

•  Develop and deliver relevant product presentations, demonstrations, workshops and seminars to support sales or marketing (thinking lead the monthly webinars as much as possible as the marketing team has a hard time getting resources for this – also thinking these resources would attend and lead RUG’s with sales).
• Partner with customer base account team to follow customers, understand their strategies and help them expand their Workday footprint to support that strategy (Beth – aka partner with ACC/iCSM on roadmap).
• Continue to work on delivery with customers in addition to sales role to stay current in skills and Workday knowledge.  
• Coordinates with product leads to ensure that latest solution developments and Workday release features are reflected in sales materials and assist with building expertise in these areas.
• Up to 50% travel required (thinking RUG’s, sales on sites, etc.)

Domain Expertise:

• Maintains expertise in Workday domain products and services. 
• Collaborates with Delivery Leaders to stay connected with delivery practices and share market insights.
• Continue to use Workday domain expertise to support billable customer work, train consultants and support overall delivery practices.

Sales Process:

• Performs discovery and primarily leads product solution scoping. 
• Facilitate client sales meetings as Subject Matter Expert as well as partner with sales on client sales activity.
• Provides input to strategic questions related to defining the opportunity and overcomes customer objections. 
• Engaged in sales meetings to primarily answer functional and technical questions using their depth of knowledge.
• Ensure maximum transparency and knowledge transfer to delivery.
• Collaborate with other Architects in scope development for multi-functional deals. 
• Support the Business Development Lifecycle by serving as product SME both internally and externally, assisting in qualifying business development opportunities.
• Provide end to end solution and design details during the sales process.
• Work with client to understand requirements and architect a solution and approach to address the requirements.
• Present solutions and Intecrowd capabilities to the customer.
• Support initial Intecrowd proposals while providing support throughout the proposal process, which may include providing Quality Assurance for respective service areas through delivery of the project.
• Accurately estimate effort and resources required to complete projects as related to areas of expertise.
• Support the transition of the customer from Sales to Delivery. Provide guidance and solution recommendations to existing project teams (existing, in flight projects).

  Basic Qualifications:

• Multiple end to end Workday Implementations across functional or technical areas required.   
• Professional experience in Pre-Sales / Sales Consulting  preferred. 
• Ability to work under pressure and work on multiple projects simultaneously. 
• Excellent communication skills, both verbal and written. 
• Strong presentation and demonstration skills in front of a technical, business and executive audience.
• Ability to clearly communicate features & benefits to technical and business resources.