[Hiring] Workday Presales Solution Architect @Strada

Role Description

The Solution Architect applies deep domain, product, industry and/or solution area expertise and an understanding of client priorities to create compelling solutions that bring our value proposition to life and increase our win and renewal rate during a sales process.

The Solution Architect is client-facing and collaborates with Sales through all stages of the sales process post-identification – from introductory meetings to requests for proposals (RFP), finalist meetings, contracting and hand-off to the delivery team(s). Upon request, Solution Architects collaborate with Sales to develop product solutions scope and proposals, produce client-tailored sales meetings materials, educate the client on the technical aspects and details of Strada, conduct solutions demonstrations, and coordinate with Negotiations and Pricing teams to determine deal pricing and final proposal delivery.

In addition, the Solution Architect is responsible for staying current on competitors, market and industry trends, compliance developments and Strada capabilities. Solution Architects are also an important source of market feedback working closely with Strada product owners to inform our roadmap.

Responsibilities

• Domain expertise:
  • Maintains expertise in domain products and services (i.e. Workday) and Strada’s overall capabilities.
  • Articulates and communicates Strada’s value proposition and key differentiators.
  • Collaborates with Delivery Leaders to stay connected to operations and delivery practices and share market insights.
  • Possesses a broad understanding of cross-functional touchpoints and their impacts within the Workday platforms.
• Sales process:
  • Collaborates with Large Market multi-solutions or complex solutions Sales resources to develop and inform sales strategy.
  • Performs discovery and primarily leads product solution scoping for large complex multi- or single solution deals.
  • Collaborates with Sales, subject matter experts, and business leaders to develop scope of Strada solution set and determine platform/technology.
  • Facilitates client sales meetings as Subject Matter Expert.
  • Provides input to strategic questions related to defining the opportunity and overcomes customer objections.
  • Generates demand by assisting clients to identify and qualify current needs.
  • Accountable for solution costing and coordinates with Finance and Sales, and Value engineers to construct business case.
  • Tailors materials and demo based on solution, client need and competitive landscape.
  • Conducts and leads effective solution demonstrations.
  • Documents the solution concisely and clearly throughout sales process.
  • Supports the contracting process from a scope and solution point of view.
  • Collaborates with other Architects in scope development for multi-solutions deals across products.
• RFP support:
  • Reviews, updates, and provides input on RFP responses after initial draft is provided by the enablement team.
  • Creates responses for domain-related RFP questions and engages subject matter experts where needed.
  • Creates client-specific delivery model and service descriptions.
  • Owns domain-related follow-ups.
  • Assists with periodic review of RFP library content.
• Other:
  • Provides input to product owners – insights and feedback from prospects and Third-Party Evaluators.
  • Coordinates with business leaders and product owners to understand their needs and requirements.
  • Coordinates with product owners to ensure that latest solution developments are reflected in sales materials.
  • Understands the competitive landscape and customer needs to position the Delivery organization effectively.

Qualifications

• 5 – 10 years of relevant experience in a range of domain area or related roles.
• Deep knowledge of benefits, payroll and/or cloud and delivery models, the capabilities of administration platforms, and compliance considerations.
• Demonstrated track record applying domain expertise in client delivery or sales.
• Agility and organizational skills to work in a fast-paced environment and manage multiple concurrent opportunities.
• Excellent client communication and consulting skills.
• Proven experience in building and developing senior client relationships.
• Experience in promoting a team environment.
• Travel Expectation 25 – 50% of the time (sometimes on short notice) to support meetings with prospects.

Preferred

• Workday certification(s) at the time of hire as well as an ongoing maintenance of certification.
• Technical experience with Workday.

Education

• Bachelor's degree.
• HR/Payroll/Benefits administration and sales knowledge preferred.

Benefits

• Health coverage.
• Wellbeing programs.
• Paid leave (vacation, sick, parental).
• Retirement plans.
• Learning opportunities.
• And more.