Workday Solutions Architect – Pre-sales
| Company | Alight |
|---|---|
| Location | Seattle, WA, USA, Austin, TX, USA, Los Angeles, CA, USA, Miami, FL, USA, Remote in USA, Raleigh, NC, USA, Chicago, IL, USA, Atlanta, GA, USA |
| Salary | $82000 – $130100 |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Senior, Expert or higher |
Requirements
- Bachelor’s degree in a technical, business or other relevant field of study
- 5 – 10 years of relevant experience in a range of domain area or related roles
- Deep knowledge of HCM or Financials and/or cloud and delivery models, the capabilities of administration platforms, and compliance considerations
- Demonstrated track record applying domain expertise in client delivery or sales
- Agility and organizational skills to work in a fast-paced environment and manage multiple concurrent opportunities
- Excellent client communication and consulting skills – able to lead engaging conversations, adapt on the fly, negotiate as needed and have a point-of-view
- Proven experience in building and developing senior client relationships
- Experience in promoting a team environment
- Travel Expectation 25 – 50% of the time (sometimes on short notice) to support meetings with prospects
Responsibilities
- Maintains expertise in domain products and services (i.e., Workday) and Alight’s overall capabilities
- Collaborates with Delivery Leaders to stay connected to operations and delivery practices and share market insights
- Collaborates with Large and Medium Market multi-solutions or complex solutions Sales resources to develop and inform sales strategy in order to drive bookings and close opportunities
- Performs discovery and primarily leads product solution scoping for large complex multi- or single solution deals (e.g., identify complexity drivers)
- Collaborates with Sales, subject matter experts, and business leaders to develop scope of Alight solution set and determine platform/technology
- Facilitates client sales meetings as Subject Matter Expert as well as partner with Workday and Alight sales executives, client executives and delivery leads on client sales activity
- Provides input to strategic questions related to defining the opportunity and overcomes customer objections to initiate and forward sales opportunities
- Generates demand by assisting clients to identify and qualify current needs and effectively articulate how Alight can add value
- Accountable for solution costing and coordinates with Finance and Sales, and Value engineers to construct business case
- Tailors materials and demo based on solution, client need and competitive landscape
- Conducts and leads effective solution demonstrations – bringing the solution to life via storytelling vs. a feature/function demo
- Document the solution concisely and clearly throughout sales process, ensuring maximum transparency and knowledge transfer across delivery
- Supports the contracting process from a scope and solution point of view across statements of work, transition, commercials, and ensure that specifications of pricing are accurate to customer’s needs
- Collaborates with other Architects in scope development for multi-solutions deals across products
- Reviews, updates, and provides input on RFP responses after initial draft is provided by the enablement team
- Creates responses for domain-related RFP questions and engages subject matter experts where needed
- Creates client-specific delivery model and service descriptions
- Owns domain-related follow ups (e.g., questions received from Third-Party Evaluator)
- Assists with periodic review of RFP library content – ensure responses are compelling and reflect the latest on our solutions
- Provides input to product owners – insights and feedback from prospects and Third-Party Evaluators to inform priorities and enhancements
- Coordinates with business leaders and product owners to understand their needs and requirements of complex applications and on scope items that may require special development or staffing
- Coordinates with product owners to ensure that latest solution developments are reflected in sales materials and assist with building expertise in these areas
- Understand the competitive landscape and customer needs to position the Delivery organization effectively
Preferred Qualifications
- Workday HCM or Financials Suite expertise and sales knowledge preferred
- Workday certification(s) at the time of hire as well as an on-going maintenance of certification
- Technical experience with Workday