Solutions Architect

Overview
Solutions Architect – Oceania based in Sydney, Australia, supporting the Oceania Sales and Services teams to increase sales of Ross Video technology in dynamic and innovative applications. The role requires a blend of engineering/solutions solving skills and the "soft skills" required in a sales process. The Solutions Architect – Oceania is responsible, during pre- and post-sales activities, for ensuring Ross Video's Superior Customer Experience and that proposed deals include technical solutions that address customer business priorities and needs. This requires collaboration with the Sales team, customer interaction, and managing client expectations, as well as coordination with the Services implementation team and other Ross groups to ensure a successful launch of Ross solutions at clients' facilities. Ideally based in Sydney, this role primarily focuses on Australia, New Zealand, and Pacific Islands regions.
Who you report to:
Manager, Technical Solutions – APAC
Location
: Sydney, NSW, Australia
What we offer:
Ross offers competitive salaries, comprehensive health plans, and several perks to help you perform at your best. Perks include flexible hours, generous paid time off, fitness/wellness allowance, an employee share ownership program, development support, and social activities and events. You will be part of the Ross Video family in an energizing environment.
Responsibilities
Participate and contribute to sales opportunities driven by the Regional Sales Managers, prioritizing efforts based on maximizing total impact on the team's productivity.
Scope technical solutions to address customer requirements, assess customers' met and unmet needs, and recommend solutions that optimize value for both the customer and Ross Video.
Coordinate closely with Ross' internal Sales team and business partners to align solutions designed to meet customers' business requirements.
Proactively engage in opportunity reviews, ensuring they are properly configured and aligned in the sales process.
Educate and provide professional development to the team and business partners to enhance product knowledge, technical acumen, and technical sales skills.
Engage in customer-facing product presentations, demos, training, and workflow guidance at customers' premises or tradeshows.
Pursue additional business development opportunities and collaborate with Sales to ensure these are effectively covered and advanced.
Develop project plans, assist in scheduling with resource allocation, and coordinate Ross technical services, third-party resources, and client teams.
Work on system-focused and highly technical projects.
Work on tender responses and manage proposals for mid/large/solution-based RFPs/RFQs/RFIs.
Prepare world-class customer-facing proposal supplements.
Create drawings that capture the opportunity's spirit and provide variations for use by other groups at Ross.
Assist in laying out and designing rail configurations for robotics opportunities.
Provide market intelligence and client feedback to Product Managers on product and application requirements.
Set up, configure and perform product demos for customers and business partners on Ross-specific products and workflows.
Coordinate with the Demo and Tradeshow team and the Services team to plan and execute system demonstrations and events.
Work with Marketing and Regional Sales Managers in planning regional events.
Maintain technical documentation for solutions and customer proposals.
Qualifications
Bachelor's degree in Engineering, Broadcast Technology, or related field.
Record of achievement and technical solution expertise in a customer-facing environment.
Knowledge/experience in studio/broadcast/live event video production, broadcast video system design/engineering, or equivalent.
Strong knowledge of industry standard protocols, connectors and terminations.
Strong knowledge of MS Word, Excel, PowerPoint and Visio.
Proficient in both Desktop and Server Networking practices.
Able to work cooperatively across all company departments and across time zones.
Strong problem-solving traits and collaborative mindset.
Working knowledge of Salesforce or similar CRM programs.
Bonus points
Additional education and computer courses are strong assets.
Familiarity with Ross Video products and solutions is a plus.
Knowledge of IT, IP-based workflows, REMI, virtualized environments, and broadcast systems is a plus.
Prior knowledge of Salesforce or similar CRM systems is an asset.
The ideal candidate is solutions-oriented, organized, self-motivated, and thrives in a collaborative environment.
Other requirements
Must possess a valid driver's license and passport.
Must be able to travel up to 50% (short-notice and international trips).
Must reside within proximity to a major airport to support travel requirements.
Equity, Diversity & Inclusion
At Ross, we embrace diversity and welcome your authentic self. We are committed to building a team with varied backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity. If you need any additional support during the recruitment process due to a disability, please contact Talent Acquisition and we will make reasonable accommodations.
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