• Principal Pre-Sales Architect, Digital Integration

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  • Overview

    Digital technology is no longer just another tool in the IT, marketing, sales or service toolbox to engage, inspire and attract customers. It is becoming the foundation of entirely new ways of doing business as well as giving rise to entirely new businesses. There could be 100 billion connected devices expected by 2025, leading towards a trillion sensor ecosystem. 1 billion digital natives are expected to join the workforce over the next 7 years. In a hyper-connected era of mobile, social, cloud, big data, and the Internet of Things, future growth will depend on platform business models.


    Axway (Euronext: AXW.PA) is a catalyst for transformation. With Axway AMPLIFY™, our cloud-enabled data integration and engagement platform, leading brands better anticipate, adapt and scale to meet ever-changing customer expectations. Our unified, API-first approach connects data from anywhere, fuels millions of apps and delivers real-time analytics to build customer experience networks. From idea to execution, we help make the future possible for more than 11,000 organizations in 100 countries. To learn more about Axway, visit www.axway.com.


    Axway is seeking a senior Presales Solutions Architect to join our North American sales team to assist in supporting all elements of the presales process. 


    The candidate will work in concert with the sales team responsible for collecting 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 presentation skills and must be capable of demonstrating the proposed solutions to prospects as well as internally to the presales organization and product group.  The Solution Architect will be focusing on Axway’s solutions for B2B and Digital Managed File Transfer (DMFT) as well as Full Lifecycle API Management (FLAM).


    This position consists of approximately 50% travel and working with clients throughout North America.  The rest of the time the individual will work remotely and can be located in any major metropolitan area in North America.


    • 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 the solution vision and evangelizes how solution addresses technical and business outcomes.
    • Develops customer facing assessment reports documenting current state and future state recommendations.
    • Define and execute proof of concepts (POC’s).  Develop POC plans with agreed use cases.  Work with presales support teams to execute on the POC.  This requires hands on work!
    • 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.
    • Contributes to the presales community body of knowledge and assets.
    • 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.
    • Communicates with sales and product management teams regarding customer initiatives.
    • Engages with customer’s senior IT and business managers to understand their requirements.
    • Safeguards Axway and Axway customer data through compliance with Axway policies and the appropriate use of Axway equipment and facilities.


    • Minimally 5-7 years of work experience in similar roles most likely with a software/solutions vendor
    • Ability to work in matrixed and multicultural teams.
    • Strong organizational and communication skills both written and verbal.
    • Highly motivated to learn new technologies and stay current with the product portfolio and industry trends.
    • Community influencer.
    • Thought leader; expresses a strong point of view.
    • Compelling & comprehensive content producer.
    • Adept at mapping customer requirements to a solution approach.
    • Broad understanding of B2B integration patterns including EDI, AS2, AS3, FTP, SFTP, REST and SOAP.
    • Cloud, on premise, and hybrid deployments.
    • Experience with EAI (Enterprise Application Integration), ESB (Enterprise Service Bus) and SOA (Service Oriented Architecture).
    • Experience with networking protocols and technology: TCP/IP, SMTP, HTTP, DNS, VPN, LDAP.
    • Vast knowledge around enterprise security, identity management, and best practices minimally including PKI, CA, SSL, S/MIME, AuthN, AuthZ, SSO, SAML, LDAP, OpenID, Multifactor, and OAuth.
    • Programming Language experience: PHP, Python, Ruby, .NET / C#, C, Java, Perl, JavaScript, PowerShell, Bash, SQL.
    • Presales or delivery experience with other B2B/MFT solutions such as MuleSoft, Tibco, IBM, GXS, Cleo, Seeburger, Software AG a plus.


    Desired Skills (Nice to have):

    • Experience in pre-sales or post-sale middleware implementation projects in financial services, healthcare, supply chain, or federal space. 
    • Experience with API Management solutions such as MuleSoft, Akana, Apigee, Vordel/Axway, Layer7, etc.


    Axway is an EEO and AA Employer


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