ABCDEFGHIJKLMNOPQRSTUVWXYZ
1
TitleAssociate Solutions ArchitectSr. Solutions ArchitectPrincipal Solutions ArchitectDistinguished Solutions Architect
2
Min. SA ExperienceN/A3+5+7+
3
PersonaNew Grad, Bootcamp Grad. Could have relevant operational or industry background but no prior technical presales experience.Core Solutions Architect. (Most people will land here) Experienced Core Solutions Architect.Experienced Principal Solutions Architect
4
Supervision Able to complete core functions with supervision.Able to complete core functions with some supervision. Able to complete core functions with minimal supervision. Able to take ownership of, manage, and deliver complex projects with guidance. Able to complete core function with minimal to no direct supervision. Able to take ownership of, manage, and deliver complex projects with very little, if any, guidance.
5
Key ResponsibilitiesPerform basic demonstration of product to prospects. Advise on best practices. Learning how to scope and execute a POC. Assists in the procurement process by filling out security questionnaires and RFP/RFI's. Perform customized demonstrations of product to prospects. Advises on best practices.Takes ownership and leads the technical POC. Assists in the procurement process by filling out security questionnaires and RFP/RFI's. Owns the technical relationship with the account through both pre and post sales lifecycle. Responsible for technical win in every opportunity. Excellent work results with an impact at the account level. Perform customized demonstrations of product to prospects. Advises on best practices.Takes ownership and leads the technical POC. Assists in the procurement process by filling out security questionnaires and RFP/RFI's. Performs as a 2nd level SME overlay in large/strategic opportunites. . Takes responsibilty for driving expansion in key accounts. Develops sales/demo tools that benefit the entire SA team. Trains and mentors new SA's. Excellent work results with an impact at the org (revenue) level. Perform highly customized demonstrations of multi-product solutions to prospects. Advises on best practices. Strategizes a full service technical sales campaign including Services, partner integrations, and POC strategy with key accounts. Strategizes and seeks out technical expansion opportunities in key accounts.Will often drive product strategies and roadmaps with product and engineering teams. Will often speak at trade show and industry events. May have published technical papers or books. Exemplary work results in an impact at the company level.
6
TrainingBeginning Core SA training requirements. Completion of Core SA Training RequirementsSME in multiple core and adjacent technologies.SME in multiple technologies, methodologies, and industry areas, Designs and leads training initiatives.
7
Certification/Accredidation N/AMay have general certifications, e.g. CISSP, SANSxxx, etc. May have general certifications, e.g. CISSP, SANSxxx, etc. and potentially specific industry and/or technology certificationsMay have general certifications, e.g. CISSP, SANSxxx, etc. and potentially specific industry and/or technology certifications
8
Competencies
9
Technical/ConsultativeWorking understanding of base product. Excellent Understanding in base products. Developing SME capabilities in several areas. Works on business problems that have a defined scope. Works with leaderhip to define and solve business problems, often indepentently. SME in 2-3 platform related areas. Beginning to be an industry expert. Collaborates and leads the solutioning of complex business problems. Considered a leading expert in all facets of the platform technology and multiple integration partner technologies. Will have a deep understanding of one or more target vertical industries.
10
RelationalBuilds relationships with day to day users.Spends 20-25% of time in field. Builds relationships with day to day users and their managers.Spends 35-40% of time in field. Builds relationships with key decision makers. Spends 50% of time in field. Builds relationships with key decision makers, VPs, C-level Execs, and industry thought leaders.
11
InnovationIs able to use existing frameworks to develop solutions within standard product. Able to scope and develop robust and creative solutions within standard product to address customer needs. Beginning to think about product and process innovations. Able to innovate and develop complex solutions around standard product, 3rd party integrations and adjacent technologies. Contributes to product roadmap and process improvements. Able to innovate and develop complex solutions around standard product, 3rd party integrations and adjacent technologies. Viewed as an industry thought leader. Consistently contributes to core product, product roadmap, process, and innovation. May drive related intiatives across multiple departments.
12
CommunicationUnderstands how to engage end users in constructive dialogue that furthers the sale. Always responsive to customer and company needs. Understands how to engage end users in constructive dialogue that furthers the sale. Able to clearly translate technical speak into value. Always responsive to customer and company needs. Understands how to engage decision makers with management support. Works well cross-functionally with management and leadership at multiple levels. Leads discussions with any key decision makers. Defines and leads cross-functional activites.
13
RevenueReasonable revenue management responsibilities. Focused on significant revenue opportunities. Focused on significant revenue opportunities. Often Instrumental in reducing churn and driving customer expansion.Focused on significant revenue opportunities. May be accountable for revenue responsibilities along with reducing churn and driving expansion opportunities for key business segment.
14
Leadership/AccountabilityComply with existing processes and expectations for SA role Comply with existing processes and expectations for SA role Lead by example as a seasoned team member. Srong trust built with management team. Contributes to team growth and development. Leads by example in daily actions and cross team interactions. Strong trust built at every level of the company. Significantly contributes to team growth and development. May have leadership responsibilities for specific SME roles.
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100