Senior Solutions Architect

The Solutions Architect team at ZoomInfo is made up of thought leaders laser focused on pre-sales solution design that maximizes efficiency, impact, & business value. We are strategic problem solvers and idea makers with well-developed intuition and a relentless obsession with driving successful outcomes. We maintain direct relationships and alignment with senior leaders at the intersection of Sales, Customer Success, Product Marketing, Product Management, and Engineering; partnering as a trusted advisor to each on ways to positively impact customer ROI, increase deal size, and/or position future growth opportunities. Solutions Architects are a customer centric team of multidisciplinary subject matter experts who love to learn, experiment, collaborate, and evangelize our findings.

We proactively engage to build trust and confidence with ZoomInfo’s highest profile customers by mapping use cases, business objectives, and technical requirements to innovative solutions that solve the most complex go-to-market problems and significantly impact our clients’ bottom line. 

What You'll Do: 

• Partner with Sales, Solution Consultants and the customer to help build the business case and lead all aspects required to win the technical sale for hyper-targeted strategic accounts.
• Lead deep use case qualification and discovery sessions with diverse buying committees across multiple business disciplines at all management levels. 
• Establish credibility as the customers go-to expert on use-case specific best practice & technical solution capabilities to ensure a best in class buyer experience.
• Design streamlined solutions to complex multi-platform / multi-product / multi-use case problems, catering best practice recommendations to the customer's infrastructure and ideal future state.
• Deliver engaging art-of-the-possible solution demonstrations & personalized collateral to prove concepts, shorten time to value, and articulate measurable outcomes. 
• Provide product feedback in collaboration with cross-functional leaders on existing opportunities to improve pricing, packaging, feature functionality, design, delivery, enablement and overall go-to-market execution for our offerings

How You'll Do It: 

• Illustrate to customers and prospects; Sales, Marketing and Operations audience-centric value propositions, persona driven capabilities, and interconnected technical use case applications to demonstrate ROI of the modern GTM approach against the cost of inaction.
• Collaborate on sales strategy & use discovery sessions, demos, and technology assessments as a sales tool for progressing existing opportunities and identifying additional cross sell-and/or up-sell opportunities. 
• Participate in follow up on implemented solutions to gather feedback, increase utilization, and identify new opportunities that complement the work that was completed.
• Develop a detailed and ambitious Territory Plan in collaboration with senior leadership and use it to prioritize time spent on opportunities based on potential return on investment & complexity.
• Demonstrate subject matter expertise by proactively expanding multidisciplinary technical depth in related products, solutions, and best practices to create personalized collateral that speaks in the language of the customer.
• Maintain regular cadence with cross functional teams to share insights from the field, educate, plan and execute on joint strategies, content, product releases, and campaigns
• Operate with the perspective and insight that the business needs, not just the technology or standard operating procedure, to establish the limits on what can be achieved.

Technical Requirements: 

• Comprehensive experience working with GTM Technologies & Data including but not limited to… 
• CRM (Salesforce.com, Microsoft Dynamics, Oracle/Netsuite, Hubspot) 
• Conversation Intelligence (Chorus, Gong), 
• Sales Automation (ZI Engage, Salesloft, Outreach), 
• Chat (ZI Chat, Drift), 
• ABM (6Sense, DemandBase), 
• Marketing Automation (Marketo, Eloqua, Pardot), 
• Data Providers (ZoomInfo, D&B, Neverbounce, Clearbit, Cognism, Lusha, Databook)
• Experience with MDM, CDP & GTM Data Orchestration technologies & accompanying cloud infrastructure including but not limited to… (Snowflake, AWS, Google Cloud, DataBricks, Informatica, Reltio, Oracle Unity, Adobe Experience Cloud, Salesforce Data Cloud, Etc.)
• Working knowledge of API’s, Embedded Integration Platforms (Zapier, Workato) & building bespoke integrations for GTM Systems (CRM / MAT / DWH / CDP)

What You Bring:

• 6+ years pre-sales Solutions Architect, Technical Sales or Consulting experience in SaaS or enterprise technology space
• Deep technical & operational discovery
• Proven track record & measurable success collaborating with enterprise sales teams on deal cycles from opportunity qualification to close; understands value-based pricing and is comfortable providing input on how to increase profitability or deal size.
• Experience working with marketing and demand gen teams; fundamental understanding of ABM, display advertising, visitor identification, content personalization, chat; is comfortable providing input on how to execute omni-channel campaigns and optimize conversion throughout the funnel
• Experience working with GTM operations teams; understands core concepts of data orchestration and is comfortable providing recommendations on best practices related to data enrichment, normalization, deduplication, segmentation, scoring, and routing to improve operational efficiency.
• Experience working with master data & data science teams; working knowledge and understanding of industry best practices in GTM data management, data modeling, systems architecture, integrations, emerging trends; and is comfortable providing input on ways to optimize data strategy.
• Experience designing solutions in a multi-platform/multi-product environment
• Experience creating technical architecture, capability, and process workflow diagrams
• Excellent interpersonal, communication and presentation skills; ability to organize thoughts and ideas into understandable terminology & presentation collateral.
• Customer obsessed mindset and outstanding problem-solving skills with a knack for interpreting obscure requirements and demonstrating tangible outcomes.
• Self-starter with a bias towards action, excels working in an unstructured environment and can quickly grasp technical concepts, multitask shifting priorities,and inspire others to drive outcomes.
• Ability to travel as needed.

Bonus Points: 

• Expertise working with AI, LLM, & Machine learning tools
• Experience with MEDDIC, Demo2Win, and Value Selling Methodologies
• Experience building products, custom solutions, or integrations leveraging APIs

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