Solutions Architect

Solutions Architect

Role Purpose:

Identifies opportunities for potential customers to apply McNaughton-McKay Services and Solutions with a focus on customer business outcomes. Coordinates with the appropriate McNaughton-McKay resources to qualify the opportunity. Engages with partners to develop and present a proposal to address the customers’ requirements. Coordinates with project team to ensure scope is well defined and customers’ needs are met with mutual agreeable milestones. Maintains a long-term relationship with the customer to drive additional opportunities.  Leverage successes within McNaughton-McKay to develop trust and showcase capabilities with account management team.

*The Solutions Architect role is salary + commission

As a Solutions Architect, you will:

• Apply knowledge of customers’ business and McNaughton-McKay’s offerings to achieve best-in-class customer service and exceptional customer business outcomes.
• Assist in developing and executing the SaS strategic business plan to achieve target KPIs.
• Generate opportunity and revenue through a customer-oriented approach, with the ability to not only start business relationships, but to have the drive, attitude and ability to maintain and grow them.
• Work collaboratively with customers as well as Services and Solutions (SaS) partners to develop relevant solutions that address the customer KPI's.
• Deliver proposals, expanding the traditional quoting activities into more customers spend through business conversations with the customer.
• Be an effective communicator, able to assist customers in presenting technical solutions as well as listening to and interpreting customer requirements and define those requirements for our project team.
• Act as the project coordinator in many cases, providing opportunities to strengthen customer relationships and show cohesiveness through the project; builds strong delivery teams and manages the quality and timeliness of work produced; takes the lead in teamwork and takes full responsibility for the success and cohesion of the team.
• Be a systematic thinker that understands the varying complexities of our customers’ businesses and can lead the conversation with the customer surrounding risk in their business.
• Collaborate with other internal business units, and partners to create and implement the necessary technological solutions.
• Seek and develop customer and vendor partnerships to support the needs of the SaS team’s growth objectives.
• Employ excellent business judgement, apply appropriate resources to obtain results, and demonstrate a high aptitude in soft skills to win people over from their strongly held views.
• Identify ways to improve processes and provide better customer service; be open minded and passionate about learning new technologies; and continue to focus on personal development and learning.
• Negotiate mutually favorable outcomes in complex negotiations with multiple parties.
• Strategic thinker with the ability to create long term plans and identify the impact of major decisions.
• Coordinate with the project team to deliver solutions to our customers, on time and as promised.
• Must be able to utilize the CRM package to update account activities.

Desired Knowledge/Skills/Abilities Include:

• Bachelor’s degree required in Engineering or other technical field or Business with technical experience in the factory automation field.
• 5+ years sales experience including project leadership responsibilities.
• Ability to communicate and work with a variety of people not under direct control in a fast-paced team environment. 
• Polished and professional technical/business communication skills and ability to interact with customers and vendors in a professional and business appropriate manner.  
• Stays current and is able to be conversant with the latest relevant technologies and competitive offerings.
• Thorough knowledge of the assigned services and solutions offering, as well as, broad McNaughton-McKay product offering.
• Possesses strong market and customer knowledge.
• Proven analytical, organizational, and communication skills including presenting in front of large groups and unfamiliar audiences.
• Ability to create and maintain positive customer relationships.

Reporting Structure:

Reports To: Services & Solutions Manager

Direct Reports:  None

Travel Requirements: 50% Business travel; Some overnight travel required.