At Ensono, our Purpose is to be a relentless ally, disrupting the status quo and unleashing our clients to Do Great Things! We enable our clients to achieve key business outcomes that reshape how our world runs. As an expert technology adviser and managed service provider with cross-platform certifications, Ensono empowers our clients to keep up with continuous change and embrace innovation.
We can Do Great Things because we have great Associates. The Ensono Core Values unify our diverse talents and are woven into how we do business. These five traits are the key to achieving our purpose:
Honesty, Reliability, Curiosity, Collaboration, and Passion.
About the role and what you'll be doing:
Ensono's Enterprise Solution Architects are cross-functional technical Architects that bring multi-tower solutions together. This is a pre-sales role in which they work alongside and support Sales, Consulting and Client Success organizations to service our clients. They work with clients’ business and technical teams, and with Ensono's internal teams to create winning solutions. To that end, Enterprise Architects must be effective in fostering senior management and executive level relationships with an emphasis on client satisfaction. Throughout the engagement process, from discovery to solution implementation, ESAs must work with and often lead multi-disciplinary teams. They also lead the solution hand-over for delivery into internal delivery and ops teams. Ultimately, he/she remains the owner of the overall technical solution.
What we are looking for
- Well versed in the hosting technology and outsourcing services landscape
- Experienced communicator at all levels of internal and external audience ranging from engineering/admin to C-level
- Experienced with large ITO, infrastructure, and transformation deals ($50M+ TCV)
- Has experience with (and preferably certified on) hyper-scale cloud platforms (AWS, Azure, GCP)
- Experienced in planning and executing discovery and design workshops internally and at client sites
- Previous experience as an SA (Sales/Solutions Engineer, Solutions Architect) with service providers
- Comfortable with executive level positioning of complex solutions that span multiple disciplines (services, hosting, network, security, storage and backup, DR, etc.)
- Familiar with complex sales cycles and contracting process
- Familiar with and can help create financial (pricing) models to support technical solutions
Job Responsibilities / Key Tasks:
- Support strategic pursuits as the Lead Solution Architect for all initiatives (multi-tower)
- Collaborate with counterparts in the Sales, Consulting and Delivery organizations to create Pursuit, Solution, Sales and Delivery strategies for Enterprise Clients
- Conduct discovery, assessment and solution development workshops (often in collaboration with resources from consulting, operations and product teams) to craft winning solutions
- Develop and document solutions that meet client's (technical and business) requirements and allow them to adapt to changing industry needs with a focus on transformation and re-platform efforts
- Create win-win solutions for both client and Ensono as part of the deal qualification, pursuit, and execution process
- Aid in driving stability and innovation within the client's current and future state and create solutions based on client requirements and available product offerings
- Push for higher value/value added services and solutions in line with Ensono's offerings
- Present technical solutions and business cases to a wide variety of internal and external audience
- Gain clients' confidence as a trusted advisor by offering consultation and recommendations drawn from insights, technology know-how and past experiences
- Work with finance and pricing teams to create simple pricing to multi-year pro-forma models
- Help build the commercial construct and pricing for IT outsourcing, and large managed services deals
- Align and partner with Product Management to help drive appropriate product enhancements and changes to technology roadmap
- Work with Finance, Product, Operations, Legal, and other internal stakeholders to deliver client proposals and contract materials (MSA review, SOW development and redlining, etc.)
- Draft and negotiate SOW, contracts, and sub-contract agreements, ensuring T&Cs alignment and risk mitigation
- Participate in deal reviews and advise Ensono senior management team regarding technical, commercial and competitive aspects
- Provide post-close consulting, knowledge transfer, and deal documentation to ensure smooth internal transition for transition, delivery, operations, and billing
- Participate in Industry Conferences and Consulting Reviews
We want all new Associates to succeed in their roles at Ensono. That's why we've outlined the job requirements below. To be considered for this role, it's important that you meet all Required Qualifications. If you do not meet all of the Preferred Qualifications, we still encourage you to apply.
What You Will Need:
- Experience in a pre-sales Solution Engineer or Architect role at a service provider with managed services, infrastructure, data center and transformation solutions
- Successfully concluded at least 10+ IT Outsourcing, Cloud, Managed Services, or transformation deals of $50M TCV or greater
- Complete understanding of the sales process for complex technical solution selling including ITO deals
- Strong understanding of Financial, Negotiation and Contractual issues and regulations in IT outsourcing deals
- Strong analytical and reasoning skills related to technical, contractual and financial issues
- Broad technical knowledge in data center, hosting, and hybrid cloud technologies
- Well versed in the hosting technology landscape including compute, storage, backup, network, security, End User Services, BC/DR, DevOps and IT governance
- Deep understanding of IT services outsourcing solutions
- Hybrid environment solutioning experience with the following:
- Public cloud platforms (AWS, Azure, GCP, OCI)
- Hypervisor Environments (VMware, Openshift) - Preferred
- IBM Power (IBMi, AIX, Linux on Power)
- Excellent written and oral communication skills and proficient in MS Excel, PowerPoint, Word etc.
- Experience in technical documentation to capture solution components in a timely manner while ensuring acceptable level of detail, data integrity, and accountability
- Ability to share knowledge and expertise among various organizations within the company and to facilitate teamwork among those organizations to better serve our clients
Skills and Key Attributes
- Strong presentation, communication, and influencing skills at a C-level
- Independent, Self-directed, Results oriented
- Strong empathy, self-awareness and interpersonal skills
- Business and customer-oriented player with strong team orientation
- Ability to manage periods of high project demand, short deadlines and operate under pressure
Education and Experience
- 15+ years of experience with at least 10+ years with a service provider and/or cloud MSP
- Bachelor’s degree in Computer Science, Engineering or other technical disciplines
- Major Industry accreditations / certifications a plus
Shift Timings: 1:30 PM to 10:30 PM IST
We are an equal opportunity employer. All qualified applicants will be considered for employment without regard to caste, colour, creed, religion, gender, gender identity, sexual orientation, age, disability, HIV status, or any other status protected by law. Candidates with disabilities who require accommodations during the recruitment process are encouraged to contact our Talent Acquisition team to place a request.
