Job Description/Responsibilities: - Own the technical strategy and technical win for strategic and complex Net New opportunities across the Americas and International markets.
- Partner with Account Executives and Sales leadership to develop technical opportunity strategies aligned to customer requirements and commercial objectives.
- Lead comprehensive technical discovery across customer business objectives, regulatory requirements, data landscape, architecture, security, integrations, existing technologies, and desired outcomes.
- Translate complex customer requirements into compelling end-to-end Arctera solution architectures spanning relevant products, capabilities, data sources, and integrations.
- Position Arctera's broader platform capabilities and demonstrate how multiple solutions can work together to address customer business, compliance, governance, and data challenges.
- Lead architecture workshops, solution-design sessions, technical deep dives, and executive-level technical discussions with prospective customers.
- Establish the technical win criteria for opportunities and define the strategy required to achieve them.
- Own the overall strategy for POCs, trials, demonstrations, and technical evaluations, working with Solutions Specialists on detailed execution.
- Direct and orchestrate Solutions Specialists based on the product, domain, industry, and use-case expertise required for each opportunity.
- Serve as a senior technical resource for complex competitive opportunities and develop strategies to differentiate Arctera technically.
- Identify technical, architectural, security, integration, migration, and implementation risks early in the sales process and develop appropriate mitigation strategies.
- Lead technical responses for strategic RFP/RFIs and complex customer evaluations.
- Engage effectively with senior customer stakeholders across Technology, Architecture, Security, Compliance, Legal, Risk, Data, and business functions.
- Support partner-led Net New opportunities by helping partners architect and position Arctera solutions appropriately.
- Work with Product Management and Engineering to address strategic product questions and identify capability gaps affecting significant Net New opportunities.
- Capture and communicate field intelligence regarding customer requirements, competitive technologies, emerging architectures, AI, regulatory trends, and market developments.
- Develop global reference architectures, solution patterns, technical playbooks, POC frameworks, and best practices that can be reused across the pre-sales organization.
- Provide technical leadership, mentoring, and enablement to Solutions Specialists and other customer-facing technical resources.
- Ensure a structured technical handoff to ATS and the appropriate post-sales teams following contract execution.
- Contribute directly to Net New ARR growth by improving technical win rates, accelerating opportunity progression, and enabling Arctera to pursue larger and more complex global opportunities.
Required Experience/Skills: - 12+ years of enterprise technology experience, with significant experience in Solutions Architecture, Enterprise Architecture, Sales Engineering, Pre-Sales Consulting, or a comparable senior customer-facing technical role.
- Proven experience supporting and technically leading complex global enterprise B2B SaaS sales cycles and Net New customer acquisition.
- Demonstrated ability to architect complex, multi-product enterprise solutions rather than focusing exclusively on individual product capabilities.
- Strong understanding of modern SaaS, cloud and hybrid architectures, including enterprise integrations, APIs, identity and access management, security, data architectures, and enterprise application ecosystems.
- Experience with Microsoft Azure, Microsoft 365, and enterprise data environments is highly desirable.
- Strong understanding of enterprise data challenges, including information governance, archiving, eDiscovery, communications compliance/surveillance, data protection, investigations, and data management.
- Working knowledge of Compliance, FinTech, RegTech, and regulated-industry requirements, with the ability to effectively engage Compliance, Legal, Risk, and Technology stakeholders.
- Demonstrated ability to conduct executive and technical discovery and translate business requirements into scalable solution architectures.
- Extensive experience designing and leading complex POCs, trials, technical evaluations, architecture workshops, and competitive engagements.
- Strong competitive selling capabilities, including the ability to understand alternative technologies, identify technical differentiation, and develop technical win strategies.
- Ability to communicate complex architectures and technologies in terms of business outcomes and customer value, rather than relying solely on technical features.
- Strong executive presence and ability to engage credibly with CIOs, CTOs, CISOs, Chief Compliance Officers, enterprise architects, and other senior stakeholders.
- Experience working across multiple countries, regions, cultures, and geographically distributed sales organizations.
- Strong understanding of emerging technologies, including AI and its application to enterprise data, compliance, investigations, governance, and risk management.
- Ability to lead and influence Solutions Specialists and other cross-functional resources without requiring direct reporting authority.
- Strong presentation, communication, technical storytelling, analytical, and problem-solving skills.
- Ability to manage multiple strategic opportunities simultaneously in a fast-paced, growth-oriented environment.
- Willingness and ability to travel internationally as required to support strategic customer opportunities.
Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.CA generally ranges: $170,909-$256,363All other locations fall under our General State range: $149,920-$224,880Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.
