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 
• Partner with customer base account team to follow customers, understand their strategies and help them expand their Workday footprint to support that strategy 
• Continue to support client delivery 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: 

• Conducts discovery sessions and leads product solution scoping to support Statement of Work development which includes defining the overall scope, approach and timeline
• Facilitate client sales meetings as Subject Matter Expert as well as partner with sales on client sales activity
• Contributes to strategic discussions by addressing key questions to define opportunities and effectively resolving customer objections 
• Engaged in sales meetings to primarily answer functional and technical questions using their depth of knowledge
• Ensure maximum transparency, accuracy and knowledge transfer to delivery
• Leads collaboration with other Architects for cross-functional opportunities, ensuring deadlines are met and maintaining responsiveness to prospects 
• 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 effectively under pressure while managing multiple projects with competing deadlines
• 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