Solution Architect

Role Overview The Solution Architect acts as a trusted technical advisor for customers and partners, ensuring SUSE’s solutions align with their business and technical needs. You will work closely with regional sales and partner teams to drive technical excellence in solution design, positioning SUSE as a leader in the industry. The role will leverage specialized knowledge to consult with customers, supporting sales presentations, product demonstrations, proofs of concept, and technical requests. Ultimately, success will be helping customers invest in the right solutions from the SUSE portfolio, giving them a competitive edge. Key Responsibilities Engage with customers to understand both their technical and business needs - building valued relationships and developing as a trusted technical advisor. Conduct thorough assessments to identify gaps, opportunities, and challenges, ensuring that solutions are tailored to meet both immediate and future needs. Take full responsibility for the technical aspects of deal progression, from qualification to closure. Champion the technical validation process, including product demonstrations, technical presentations, managing proofs of concept (PoCs), addressing customer objections, and ensuring that the technical value of SUSE’s solutions is fully realized. Serve as the voice of the customer by actively gathering and communicating customer feedback and requirements, to SUSE’s Product, Strategy, and Engineering teams. Ensure that customer needs are reflected in new product features, updates, and messaging, while facilitating regular feedback loops, and support escalations to ensure product improvements align with customer expectations and maximize value. Collaborate with Field and Specialist Sales, Partner Ecosystem, and Customer Success teams to create Account Plans to drive solution adoption and ensure customer satisfaction throughout the sales lifecycle. Contribute to the development of go-to-market strategies with regional sales teams, and participate in marketing efforts through presentations, blogs, technical speaking engagements, rodeo’s and booth demo’s. Support the analysis of competitor offerings and collaborate on developing strategies to differentiate SUSE solutions, identifying key advantages in specific use cases. Conduct research and draft responses to the technical segments of requests for information (RFIs), requests for proposals (RFPs), and requests for quotes (RFQs). Transfer knowledge to pre-sales peers and contribute to internal education through mentoring, peer training, and sharing insights on product innovations and technical solutions. Consistently maintain CRM hygiene by updating all activity, for each opportunity - Use Case, Success Criteria, Technical Close Status (TCS) and Next Steps in the technical close process. Take proactive ownership of your professional development by staying curious and embracing a growth mindset. Focus on driving your success, advancing your skills as a Technical Sales professional, and deepening your expertise in the SUSE value proposition.

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