Solutions Architect

3 months ago

Rochester, United States IP.com Full time

Position Summary:

The Solution Architect assists with business development and retention of clients by supporting the revenue-generating activities of the direct sales team and other distribution channels as requested and supports company partnership efforts through the deployment of subject matter expertise, thought leadership and high technological proficiency with IP.com’s solutions.  Reporting to the Managing Director, Product Management, the Solution Architect is responsible for developing deep, respected relationships with new and existing clients, in support of the company’s net revenue retention (NRR) goals, distribution partners and new resellers through consultative style account engagement and customer-specific/relevant use case demonstrations. Additionally, the Solution Architect will provide direct feedback to product management based on field experience and be engaged with strategic initiatives and special projects.


The Solution Architect will a) work directly with colleagues to design solutions for large-scale innovation use cases, b) use advanced technical skills to develop those solutions, c) identify essential components and determine the appropriate tools and techniques to implement those solutions, d) have deep domain expertise to lead strategic product decisions, e) understand the competitive environment and the value differentiators that will drive revenue achievement and, f) support sales for revenue goal achievement by working closely with the Account Executives to close business, renewals and account retention, and apply the knowledge obtained from these activities to influence the new product development at IP.com. 


Essential Duties and Responsibilities:

·        Work with Account Executives to close new business, renewals, and ensure account retention.

·        Demonstrate IP.com’s Solutions to prospective clients, including deep-dive demonstrations and answering of related technical questions of the prospect.

·        Understanding how to pitch on-the-fly the appropriate solution-based on a needs-based analysis of the prospects’ business problem.

·        Possessing deep domain expertise to lead strategic product decisions.  

·        Works with colleagues in identifying key market, competitor and information technology issues and translate those issues into product concepts, business/revenue models and plans for consideration by the Product Management team (What need does the solution address? How does the solution create value for the client?). Drive client insights/knowledge during the design process with continual validation of product concept, design, pricing, use cases, distribution strategy and solution.

o  Perform competitive analysis by tracking competitor product features and market-share; develop effective positioning, content, distribution and differentiation strategies

o  Design effective strategies for ensuring customer and market-driven input to product plans (Voice of Customer, market research, partner programs).

o  Provide detailed product specifications; in conjunction with marketing, draft and review for approval merchandising collateral.

o  Work with the Product Manager to define and maintain a three-year product roadmap and design effective communication techniques to communicate near-and long-term objectives.

o  Develop and maintain business cases for the product and initiatives, including aligned revenue, margin and investment targets.

·        Assist the Product Manager with new product development and rollout activities through cross-functional collaboration with Sales, Marketing and Technology counterparts (and, as applicable, content and/or channel partners) to arrive at product details – pricing, positioning, promotion, etc.

o  Communicate product capabilities and plans to sales staff, client support teams, (and, as applicable, content and/or channel partners) operations, and implement product rollout to market; develop promotional and collateral material.

o  Personally, spend substantial time in the market at customer, trade and related events explaining the product feature/benefit solution and closing high value sales

o  Accompany sales representatives on prospect/customer calls and assist in closing sales; train the sales force regarding the features and client benefits of the product and how it couples with other IP.com products as an integrated solution set.

o  Ensure pricing and distribution strategies and sales and service competencies and training are in place for the product.

o  Develop and maintain business cases for the product and initiatives, including aligned revenue, margin and investment targets.

o  Write product Whitepapers.

o  Establish productive, professional relationships with key company and client end-user personnel.

o  Assist in making build/buy/partner decisions for related capabilities/components.

·        Enter user stories into Target Process.

o  Maintain and prioritize backlog of user stories for product development.

o  Generate new user stories to document development requirements.

o  Assist in communicating requirements for user stories soliciting input from sales, technology, and other departments as needed.


Qualifications and Experience:

Education and Experience:

·        Bachelor’s Degree with one to three years of Product or relevant Sales or user experience in the innovation industry.  

·        Intellectual property and software expertise are desirable.


Skills:

·        Ability to successfully demonstrate IP.com’s suite of software and services.

·        Proven ability to understand customers and markets and translate user needs into the product and business strategies.

·        Ability to understand and articulate the technical features, end use, and performance/solution benefits of the product.

·        Skill in guiding the overall process of building a product from concept to delivery.

·        Ability to gain a full understanding of price/value relationship of the product.

·        Strong knowledge of competitors (and/or potential distribution partners) and their products with understanding of the needs in the global marketplace.

·        Highly ambitious, self-motivated with a results-oriented approach to work and the ability to act as a leader within the company.

·        Ability to manage multiple priorities.

·        Ability to think creatively and contribute to both strategic and tactical decisions.

·        Excellent written, oral, and presentation skills.

·        Strong analytical ability; translate concepts into concise and meaningful solutions.

·        Excellent market and customer facing presence.

·        Incumbent must be compliant with ITAR/Export Control regulations, which can be demonstrated by US citizenship.


Physical Requirements:

Ability to travel as required.


To Apply for this position, please send your resume to careers@ip.com.

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