Software AG helps companies to manage and optimize their operations, infrastructure and technology with products that simplify complexity, increase transparency and prepare organizations for change.

Trusted by the world’s best brands for more than 50 years, Software AG’s AI-enabled process intelligence, application development, high-performance database, and strategic portfolio management solutions are used by banks, retailers, manufacturers, governments and more.

Intelligent processes run on ARIS — The ARIS Suite empowers you to achieve operational excellence by providing clear visibility into your operations, enabling you to create outstanding processes, and ensure close monitoring of your business to achieve long-term success. Champions rely on top-notch processes and need the right tools to stay ahead. With ARIS as your companion, there's no limit to what you can achieve.

Since 1992, ARIS has been a pioneer and leader in Business Process Analysis and Process Mining. ARIS serves as the backbone for transforming, optimizing, and controlling how you run your business. Trusted by thousands of leading organizations worldwide, ARIS is the essential companion on your journey to sustainable success.  

Be you, join us.

We are currently seeking a Senior Solutions Architect to join our Switzerland hub in the South Europe team.

As a Pre-Sales Senior Solutions Architect (SSA), you will work with customers, prospects and partners to architect solutions using ARIS capabilities. The Senior Solutions Architect exhibits a high level of consulting maturity, hands-on technical know-how, operates independently in pre-sales activities and has the proven ability to solve customer problems and have conviction in presenting solutions.

The Senior Solution Architect will:

• Learn and represent the highest degree of solution architecture and technical expertise within the ARIS product suite.

• Prospect Qualification: The SSA aids in qualifying prospects to assure they are well-aligned with ARIS' solution capabilities.

• Presales Lifecycle Management: The SSA provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.

• Account Management: The SSA owns key accounts from a technical perspective, and in some ways from a business perspective to identify ongoing opportunities and guide business users in the implementation of complex business solutions.

• Become a Trusted Advisor to existing customers, prospects and partners through interactive engagements within our regional labs, meetups, conferences, and meetings.

Essential Functions

External Facing

• Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.

• Respond to the functional and business requirements and capabilities sections of RFI/RFPs.

• Engage with the sales representative and prospect to ensure a prospect's business needs can be addressed with the ARIS go-to market capabilities.

• Listen, understand, and analyze the prospect's business requirements and compose, validate, and present the best possible ARIS solution.

• Define POC/POV or custom demonstration scenarios and map functions of ARIS capabilities to prospects' needs.

• Lead teams of Systems Engineers on implementation of POC/POV's and custom demos. Ensure the demonstration fulfills the prospect's requirements and highlight and differentiate ARIS platform capabilities.

• Define the prospect's target architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect's target architecture.

• Prospect, Customer, and Partner Technical Liaison.

• Establish trusted relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.

• Participate on meetings and conferences with customers and partners to serve as a liaison between internal organizations such as Technical Support, Customer Success and Product Development.

Internal Facing

• Participate in the authoring of early-stage materials (presentations, solution white papers, customer success stories, and marketing slicks) and related business solution demonstration scenarios that highlight ARIS capabilities.

• Advise internal senior management on the technical and business strategy within active deals.

• Maintain alignment with Marketing and Product Management of existing and future platform capabilities and help drive product innovation.

• Collect and communicate competitive intelligence from the field

• Be a Go-To Person on competitive information for Products and Verticals

• Exchange best practices and share knowledge within SA community

• Guide Solution Architects in technical and business situations to become more effective in handling objections and customer challenges.

Skills

Customer-Oriented Skills

• Experience engaging with senior leaders (CxO & Director level) on various solutions and business problems. Able to listen and analyze a prospect's requirements and present to a compelling business value message of a solution.

• Demonstrated ability to present technology solutions to executive levels with a focus on solution selling.

• Provide presales support to the largest, most well-qualified deals.

• Ability to craft, review and augment Proof of Concept documents, SOWs, and various project plans involving ARIS technologies.

• Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources.

• Able to work independently and multi-task while managing multiple customers at a time.

• Ability to guide and consult customers on various levels of the organization.

Business and Leadership Skills

• Demonstrate a team attitude and leadership.

• Ability to act as a mentor due to outstanding character, judgment and knowledge.

• Excellent written and verbal communication skills.

• Proven ability to manage time and deliver on deadlines.

• Experience developing and presenting clear and concise product briefings Proven ability to unearth business requirements & Drivers.

• Proven ability to map business drivers & initiatives to technology offering & differentiators.

• Able to lead teams of Systems Engineers on Proof Of Concepts, Solution/Architecture Planning and custom demos.

• Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges.

Technology and Consultative Skills

• Strong understanding of ARIS including internal Architecture, with an ability to leverage these in the sales cycle.

• Strong experiences with implementation of ARIS products in customer projects or Proof of Concepts.

• Provide planning, architecting and managing of solutions to highly complex problems and challenges

• Expert in providing best practices to customers and helping with strategy and implementation planning - capacity, servers, deployment etc.

• Lead customer and internal Technical and Business meetings to guide attendees to a common goal.

Minimum Requirements

• 8+ years in process management including process transformation, optimisation, or control projects.

• 5+ years practical process modelling, analysis, mining and GRC.

• 3+ years in consulting management role including, organizational design, business transformation, business development, mentoring, technology solutions development, and relationship management.

• Excellent verbal communication, written communication, and presentation skills.

• Competency in various frameworks such as TOGAF and ArchiMate.

• Experience with Business transformation concepts and industry trends.

• Proven track record in handling multiple customers/opportunities at the same time and driving the opportunities to a successful sales closure.

What’s in it for you?

• Earn competitive total compensation and receive comprehensive country-specific medical and other benefits.

• Enjoy time and location flexibility with our Hybrid Working Model, which allows a remote workshare of up to 60%. Work anywhere in your country or abroad for up to 10 days per year.

• Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment.

• Lean on the Employee Assistance Program for support during some of life’s most common but difficult challenges.

At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.

We believe that diversity, equity, and inclusion is critical to our success as a global company, and we seek to recruit, compensate, develop, promote, and retain the most talented people from a diverse candidate pool.

To all recruitment agencies: Software AG does not entertain unsolicited CVs without prior approval from Software AG's Talent Acquisition Team. Kindly refrain from sending CVs to our job’s alias, Software AG employees, or any other organizational location without explicit consent. Software AG assumes no responsibility for any fees associated with unsolicited CVs.

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