Manager, Solutions Architect

Job Description: Highly skilled technical sales professional, with strong proficiency in horizontal Cisco technology domains (Routing/Switching, Security, Data Center, Wireless). Collaborate with Engineering peers, partners, and customers to develop innovative business solutions and proposals by leveraging expertise, technical depth in architectural models and complimentary technologies, services and solutions. Provides leadership in understanding customer technical and service requirements within area of architectural specialization, including an in-depth knowledge of the competitive landscape. Business/Market awareness allowing expertise an in-depth understanding to perform a business to technology translation integrating into the overall solution. Technical advisor for their area to customer/field/partner architecting a long term (multi-year) business solution.

Reports to Director of Enhanced Services & Advanced Technologies Group

Firstlight Incentive Benefits Package:

• Comprehensive health coverage (Medical, Dental Vision)
• Paid Time Off (Vacation, Personal/Sick, Floating Holidays)
• Paid Volunteer Hours
• Competitive 401(k) program with company match
• Tuition Reimbursement
• Flexible work arrangements

Responsibilities

• Lead a team of Solution Architects and Solution Coordinators
  • Manage and lead day to day presales team (7 total heads).
  • Manage certifications for ATG via Cisco, as well as internal Cisco certification tracking for all FirstLight Engineers.
  • Manage tickets and escalations.
  • Approver of labor for all Professional Service engagements.
• Vendor Liaison
  • Assist in the relationship with Cisco and our Distributors at all levels.
  • Attendance of industry events as required
  • Increase company knowledge of industry evolution and a tactical approach to networking.
  • Educate one's self and others on vendor incentive programs.
  • Contract negotiations/communication and fulfillment
    • Strong negotiation skills required to maximize profitability for all deals.
    • Strong understanding needed of deal registration process and internal development.
• Identify Opportunities
  • Support territory surrounding identification of specialized opportunities.
  • Support account planning when specialized opportunities are identified, especially on dedicated accounts.
  • Impact market awareness by participating in seminars, showcases, public events, etc.
• Develop & Present Solutions
  • Provide technical qualification for opportunity and can expertly recommend a Cisco Validated Design or an alternative solution.
  • Actively recommend solutions options for customer and serve as liaison for driving product and solution innovations.
  • Design customized solutions for specific customers and industries within specialty
  • Produce Bill of Materials including all equipment and professional services required for project completion.
  • Identify and engage appropriate post-sales support resources to position a service sell.
  • Leverage existing business relationships with the Account Team internally, and various technology and business groups within customers' organizations to recommend innovative customer solutions.
  • Provide leadership and guidance in technical responses to customer RFP's. Trial and demonstration support.
  • Perform executive-level presentations for customers, partners, and prospects.

Skills & Behaviors

• Business Acumen
  • Maintain a detailed level of expertise of the business economics and trends within specialty, and how Cisco solutions add financial and strategic value.
  • Expert at understanding Cisco vision and technology; articulate the vision from the customer perspective and create unique, novel value propositions around Cisco solutions.
  • Expert understanding of customer business drivers and how to map these to a customer network platform, including identification of improvement areas in network design.
  • Interact at a senior technical level within an account. Be a trusted technical advisor to the account team and customer.
• Technical Acumen
  • Advanced knowledge of Cisco Collaboration Technologies.
  • Strong understanding of internetworking industry trends, including new products and solutions
  • Strong understanding of competitive product and solution landscape and can articulate trade-offs between Cisco and competitor products.
  • Advanced knowledge in Routing & Switching
  • Advanced knowledge in Networking Platform Design
  • Expert technical consulting skills, including ability to define trade-offs, ask probing questions, and incorporate customer solutions into a broader technology environment.
  • Expert knowledge in solution design

• Leadership Ability
  • Viewed internally as the lead mentor in providing technical and career guidance for peers.
  • Leads internal virtual teams in domain area and actively collaborates to share best practices and areas of technical innovation.
  • Able to drive solution delivery for specific opportunity.
  • Has responsibility and demonstrates leadership in organizing special interest teams, industry events, and competitive teams.
  • Clearly and succinctly convey information and ideas, including expert executive communication and presentation skills.
  • Probe customer business needs with insightful questions and demonstrate ability to recommend appropriate solutions and defend recommendations in a competitive environment.
  • Expert at identifying and leading the appropriate resources (internal and external) required to develop and execute major customer strategic initiatives.
  • Expertly recognize contentious situations and build consensus both within Cisco and with customer organizations.

• Systems
  • Microsoft Suite of Applications (Office, Excel, PPT, etc).
  • Visio
  • CCW (Cisco's quoting tool)
  • Quotewerks a plus

• Certifications (Recommended)
  • CCNP

Compensation:

Estimated Base Annual Salary is $65,000 to $100,000. Posted pay ranges represent a good faith annual estimate at the time of the job posting. Actual pay will be based on multiple factors including experience, skill sets, internal equity, and market rates.

About FirstLight

FirstLight, headquartered in Albany, New York, provides fiber-optic data, Internet, data center, cloud and voice services to enterprise and carrier customers throughout the Northeast connecting more than 13,000 locations in service with more than 125,000 locations serviceable by our more than 25,000-route mile network. FirstLight offers a robust suite of advanced telecommunications products featuring a comprehensive portfolio of high bandwidth connectivity solutions including Ethernet, wavelength, and dark fiber services as well as dedicated Internet access solutions, data center, cloud and voice services. FirstLight's clientele includes national cellular providers and wireline carriers and many leading enterprises, spanning high tech manufacturing and research, hospitals and healthcare, banking and financial, secondary education, colleges and universities, and local and state governments.

FirstLight is committed to cultivating and preserving a culture of diversity, equity and inclusion. We recognize that our differences are assets that strengthen us as a team, and FirstLight is committed to fostering an environment where everyone feels welcomed, valued, respected and recognized. FirstLight Fiber is an equal opportunity employer. In accordance with state and federal laws, FirstLight's equal opportunity policy is that all applicants and employees are treated equally by the company with respect to employment opportunities, regardless of race, color, religion, sex, sexual orientation, disability, or veteran status or veteran disability.