Presales Cloud/Paas Architect

Job ID


Axway is the market leader in digital ecosystem platforms.  Axway is a global software and services company with more than 11,000 public and private-sector customers in 100 countries. For more than a decade, Axway has empowered the world’s top organizations with proven solutions that help manage business-critical interactions through the exchange of data flowing across the digital enterprise, B2B communities, the cloud and mobile devices.



Axway is seeking a Presales Cloud/PaaS Architect to join our North American sales team to assist supporting all elements of the pre-sales process. The candidate will work in concert with the sales team responsible for eliciting and analyzing customer requirements and mapping those needs to Axway solution sets. The architect will take ownership of the technical sales strategy and activities. The role requires strong communications skills and must be capable of demonstrating the proposed solutions to prospects as well as internally to the presales organization and product group.  The architect will be specifically focusing on deployment of Axway’s Full Lifecycle API Management (FLAM) platform across on-prem, cloud and hybrid environments.



This position consists of approximately 50% travel and working with clients throughout North America.


Key Responsibilities:

  • Prepares and delivers presentations of the company’s solutions to all levels in the prospect’s organization.
  • Leads discovery workshop sessions to gather customer requirements and critical business and technical challenges.
  • Creates solution vision and evangelizes how the solution addresses technical and business outcomes.
  • Develops customer facing assessment reports documenting current state and future state recommendations.
  • Manage and coordinate proof of concepts (POC’s).  Develop POC plans with agreed use cases.  Work with presales support teams to execute on the POC. 
  • Responsible for delivering technical content for RFP responses.
  • Handles technical presentations at trade shows and conferences.
  • Stays current on the latest technology and contributes to the technical direction of the company while keeping a customer-centric approach.
  • Works with the sales team to define a technical sales strategy for each prospect.
  • Ensures proactive communication with customers to ensure customer satisfaction
  • Acts as a mentor and may lead a team of Pre-Sales Consultants on complex opportunities.
  • Expresses a strong point of view. Become a trusted advisor to CIO/CTO/EA level contacts and their teams as they look to move their business to a cloud architecture


  • Minimally 5+ years of work experience most likely with a software/solutions vendor in a Presales, Product Management or Professional Services role.
  • Enterprise architecture experience. 
  • Experience with PaaS and Container systems such as OpenShift, Cloud Foundry, Docker Swarm, Kubernetes, etc.
  • Good understanding of the architectural principles of cloud and hybrid based platforms including SaaS, PaaS, multitenancy, multi-tiered infrastructure, security, elastic scaling, etc.
  • Good understanding of all cloud offerings in the market and ability to discuss cloud and hybrid architectures
  • Experience with:
    • API Management/Full API Management Lifecycle using products like Axway/Vordel, Apigee, Oracle OAG, IBM Datapower/API Connect/StrongLoop, WSO2, Akana, TIBCO/Mashery, and CA/Layer 7, etc.
  • Familiar with Continuous Integration, Continuous Deployment and DevOps concepts, tools and practices.

Required Skills:

  • Ability to work in matrixed and multicultural teams.
  • Strong organizational and communication skills both written and verbal.
  • Displays intellectual curiosity and is highly motivated to learn new technologies and stay current with the product portfolio and industry trends.
  • Community contributor and influencer.
  • Compelling & comprehensive content producer.
  • Adept at mapping customer requirements to a solution approach.
  • Experience with EAI, ESB, SOA and CEP.
  • Best practice and experience with DevOps tools such as Docker, Jenkins, Maven, GitHub, Chef, Puppet, etc.
  • Vast knowledge around  best practices for enterprise security and identity management including PKI, CA, SSL, S/MIME, AuthN, AuthZ, SSO, SAML, LDAP, OpenID, Multifactor, and OAuth.
  • Language experience: PHP, Python, Ruby, NET / C#, C, Java, Perl, JavaScript, PowerShell, Bash, SQL


Desired Skills (Nice to have):

  • Experience in pre-sales or post-sale middleware implementation projects in financial services, healthcare, supply chain, or federal space. 
  • Familiar with Solution Selling methodologies.
  • Familiarity with Mobile and MBaaS – Kony, AppC, Kinvey, FeedHenry, etc.


Axway is an EEO and AA Employer


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