Business Solutions Architect - Accelerate Advisory Services

Posting Title Business Solutions Architect - Accelerate Advisory Services About Us VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 500,000 enterprise and mid-market customers to thrive in the Cloud Era by simplifying, automating and transforming the way they build, deliver and consume IT. We enable people and organizations by radically simplifying IT through software virtualization with a focus on three core missions: End-User Computing (EUC), Hybrid Cloud and Software-Defined Data Center (SDDC). Join our community - instigators of innovation and transformers of technology - as we envision and create what's next in IT. Get connected to an engine of opportunity fueled by the transformative products and solutions we bring to market, the passion and trust we inspire in our customers, and our collaborative drive to imagine, define and deliver the future of IT. With 13,000+ employees and 50+ locations worldwide, we are passionately driven to make an impact while contributing back to the community. Learn more at vmware.com/careers today! Job Description VMware Accelerate Team is an Americas program investing in our strategic account base to create transformation strategy in strong alignment to their business goals that is actionable, fundable, and measurable. The Business Solutions Architect (BSA) will work closely with our sales teams and other Accelerate program roles to drive enterprise-consulting services sales and is responsible for driving bookings through the VMware field account and services sales teams. The Solution Architect needs to be proficient in all VMware practices and be able to manage all opportunities leading to revenue. Using a Domain Model, you will prepare project proposals which include the business requirements, technical requirements and appropriate solution stating the delivery times and schedules for the design, development and testing of the solution components. Projects could span from 1-week implementation engagements to complex, multi-consultant $1M+ engagements.

In addition to sales and scope management expertise, the solutions architect will need in-depth knowledge surrounding data center technologies. Using this experience and knowledge of VMware's products, you will advise clients on issues related to the solution design and deployment including complexity trade-offs and technical and business process impact.

Expertise in Change Management and Transformation of the full complement of People, Process and Technology is critical to crafting a series of services work streams and work packages aligned to the customer's long term strategy. The workshop, discovery, and playback motion will be executed in conjunction with the Vision Program Business Solution Strategist. As a combined team, the BSS and BSA devise a complete virtualization strategy for selected customers, inclusive of business alignment (the WHY), future state definition and measurements (the WHAT) and transformation execution (the HOW).

He/She will provide sales support and lead proposal scoping and levels of effort with Practice Managers, Program Engagement Managers (if applicable), Lead Consultants, and applicable delivery consultants in order to produce a quality proposal. The Business Solutions Architect will partners with the field Account Managers to maintain coordinated account selling efforts. The Solution Architect also partners with the assigned TAM or Client Architect to drive follow-on opportunities within active accounts.

The success of a Solution Architect will be measured by his/her bookings performance within his/her assigned territory, as well as an MBO program that is established and measured by his/her manager and respective Director.

Vision Transformation Proposals include creation of the following example work streams:

- Discovery workshop
- Requirement analysis
- Feasibility study
- Technology selection
- Application design and specification
- Systems integration
- Product customizations
- Solution test plan
- Quality assurance

Responsibilities:

- Participate in the pre-sales process to understand customer business and technical objectives and product requirements
- Maintain current and in-depth knowledge of the entire VMware product line
- Effectively communicate solutions architecture to the customer, third parties and the project teams
- Contribute to definition of an Organization Change Management Approach
- Ensure that propositions are technically sound, deliverable, competitive and representative of market leadership in the application of technology to addressing business issues
- Ensures effective client engagement and stakeholder management during assignment (may include management of subcontractors and partners)
- Build and maintain ICP engagements on accounts agreed with management within the assigned territory
- Define, develop and implement actions according to account plans on accounts with account teams
- Drive business development to support pre-sales activities, with a primary focus on identifying, scoping and proposing services engagements
- Coordinate sales efforts with delivery management and practice management team
- Participate in regional marketing events to promote VMware
- Ensure formal contractual mechanisms (ie SOW) are established and maintained within active accounts
- Develop new business opportunities on focused accounts
- Deliver accurate weekly bookings forecast within assigned territory
- Adhere to VMware sales process and methodologies on all opportunity pursuits
- Participate in account relationship and issue management activities
- Maintain proficiency in VMware service offerings, value propositions, and representative case studies

Requirements:

- Minimum 5+ years business development experience in a consulting and/or professional services environment
- 4+ years as a technical solutions architect in a consulting environment, including time supporting sales and managing technical staff and implementations
- At least 3 years experience in infrastructure architecture and design of complex distributed systems environments, including failover techniques, recovery/rollback, and application partitioning
- Experience in a technical lead role for small- or medium-size teams
- Strong presentation, executive client management and business development skills
- Ideally possess at least 3 years of experience in an industry verticals (Telecommunications, Financial Services, Healthcare, etc.)

Compensation:

At VMware, your On-Target Earnings are real, not virtual. We offer a competitive base salary plus a monthly commission which is tied directly to your team's quota attainment. Of course, given our growth, many of our teams surpass quota and enjoy the benefits of a plan that includes commission accelerators. Location New York, NY, US Is this a remote or multiple location position? Yes Requisition Number 45931BR EEO Statement VMware is an equal opportunity employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Equal opportunity and consideration are afforded to all qualified applicants and employees in personnel actions, which include: recruiting and hiring, selection for training, promotion, rates of pay or other compensation, transfer, discipline, demotion, layoff or termination. VMware does not unlawfully discriminate on the basis of race, color, religion, sexual orientation, marital status, pregnancy, gender identity, gender expression, family medical history or genetic information, citizenship, national origin or ancestry, sex, age, physical or mental disability, medical condition, veteran status, military status, or any other basis protected by federal, state or local law, ordinance or regulation. VMware also makes reasonable accommodations for disabled employees consistent with applicable law. Further, it is the policy of VMware to maintain a working environment free of all forms of harassment. Note To Applicant: Please disable your pop-up blocker prior to clicking Apply