Job overview:
The Solution Architect – Oceania will support both the Oceania Sales and Services team in its initiative to increase sales of Ross Video technology in dynamic and innovative applications. Specifically, in the Oceania market alongside the Regional Sales Managers.
This key role in the Ross Sales organization requires a unique blend of engineering/solutions solving skills along with the “soft skills” required in a sales process. The Solutions Architect - Asia is responsible, during pre-and post-sales activities, for ensuring Ross Video’s Superior Customer Experience and that proposed deals include technical solutions that accurately address our customers’ business priorities and needs.This requires collaboration with the Sales team, customer interaction and managing the client’s expectations throughout the engagement, as well as coordination with the Services implementation team (including Service Operations Specialists, Commissioners, Trainers and Technical Support Specialists) and the Creative Services team, to ensure a successful launch of Ross solutions at clients’ facilities. Ideally based in Sydney, Australia, this role will primarily focus on the Australia, New Zealand, and Pacific Islands regions.
Who you report to: Manager, Technical Solutions – APAC
What we offer:
Ross offers competitive salaries, comprehensive health plans, and several perks to help you perform at your best. Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, an employee share ownership program, development support, and a ton of fun social activities and events! Best of all, you will be part of the Ross Video family, and we've got an energizing environment here.
What the job is all about:
- Participate and contribute to sales opportunities driven by the Regional Sales Managers, prioritizing efforts based on maximizing total impact on the team’s productivity.
- Scope technical solutions to address customer requirements, assess customers met and unmet needs, and recommend solutions that optimize value for both the customer and Ross Video.
- Coordinate closely with Ross’ internal Sales team and business partners to align solutions designed to meet our customers’ business requirements.
- Proactively engage in opportunity reviews, ensuring they are properly configured and aligned in the sales process.
- Educate and provide professional development to the team and business partners to enhance their product knowledge, technical acumen, and technical sales skills.
- Engage in customer-facing product presentations, demos, training and workflow guidance to customers and business partners at their premise or tradeshows.
- Pursue additional business development opportunities and collaborate with Sales to ensure these are effectively covered and advanced.
- Develop project plans, assist scheduling with resource allocation, coordinate Ross technical services, third party resources and client teams.
- Work on systems oriented and highly technical projects.
- Work on tender responses and manage proposals for mid/large/solution-based RFPs/RFQs/RFIs.
- Help to prepare world-class customers facing proposal supplements.
- Create drawings that capture the spirit of specific opportunities, while also creating general variations for use by other groups at Ross.
- Assist in laying out and designing rail configurations for robotics opportunities.
- Provide market intelligence and client feedback to Product Managers on product & application requirements.
- Set up, configure and perform product demo for customers and business partners on Ross-specific products and workflows.
- Coordinate with the Demo and Tradeshow team and the Services team for upcoming system demos and events.
- Work with the Marketing team, alongside the Regional Sales Managers, in the planning of regional events.
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Who you are:
- Minimum 5 years of combined sales, sales engineering, pre-sales experience, systems application, or product specialist experience.
- Record of achievement and technical solution expertise in a customer-facing environment.
- Knowledge/experience in studio/broadcast/live event video production, broadcast video system design/engineering, or equivalent.
- Pose strong knowledge of industry standard protocols, connectors and terminations.
- Strong knowledge of MS Word, Excel, PowerPoint and Visio.
- Excellent communication & presentation Skills.
- Must be proficient in both Desktop and Server Networking practices.
- Able to work co-operatively with and across all company departments.
- Strong presentation skills.
- Possess strong and creative problem-solving traits.
- Working knowledge of Salesforce and or similar CRM programs
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