Delivers solutions in line with company methodologies, ensuring proven practices and patterns are followed. Operates according to required operational excellence and proven practice standards throughout all sales stages/activities/tools of record. Business Impact Delivers solutions in line with company methodologies (e.g., product offerings such as value-based deliverables [VBDs], advice, training, technical validation), ensuring proven practices and patterns are followed to prepare complex customers for operational readiness and achievement of their business goals and targets. Leveraging knowledge of change management proven practices and/or involving the change management team, proactively helps the customer deploy for long-term organizational adoption to increase customer satisfaction and drive consumption/usage. Guides complex customers/partners towards a well-architected (e.g., secure, resilient, artificial intelligence [AI

• enabled), and cost
• and performance-optimized solution to increase retention and expansion opportunities.

Articulates the value of Unified and supports sellers, partnering with account teams to build consumption plans aligned with appropriate services. Provides feedback to Unified Delivery Team on VBDs to refine and further develop content. Strategically consults with, actively listens to, and respectfully challenges customers/partners, building trust to then advocate for alternative architectures/solutions/approaches that shape and/or enhance customer requirements. Identifies, anticipates, and evaluates industry trends (e.g., customer industry verticals, information technology [IT] industry), gathers customer/partner insights (e.g., feedback around technical preferences, environments, business needs, competitive landscape), and maps both existing and novel architecture and digital transformation solutions to customer/partner business outcomes. Anticipates, identifies, escalates, and mitigates blockers using appropriate tools and processes to accelerate solution deployment, value realization and usage/consumption for complex customers/scenarios. Proactively applies broad business, technical, industry, and/or enterprise knowledge to architecture or support projects to meet business and information technology (IT) requirements and resolve identified constraints. Operates according to required operational excellence and proven practice standards throughout all sales stages/activities/tools of record (e.g., pipeline updates, time tracking). Proactively anticipates and manages business and technical risks, adapts methodology and applies governance principles to identify, communicate, and minimize business and technical risks. Continuously prioritizes among competing demands in their work and identifies where impact occurs with customers, ensuring alignment with business priorities and goals. Customer Centricity Builds relationships with, and provides direction to technical decision makers (TDMs) up to the C-suite level, and builds the bridge between TDMs and business decision makers (BDMs). Leads and elevates interactions as needed with customers/partners' Chief Information Office (CIO), Chief Information Security Officer (CISO), and other C-level (CXO) roles to bridge understanding of security, compliance, operational and risk requirements across BDMs, TDMs, CIO and CISO teams, appropriately engaging additional subject matter experts when deeper expertise is required. Proactively acts as the voice of the customer/partner, sharing ideas, feedback, insights, success stories and strategic/technical input with Engineering teams, Product Offerings teams and internal communities leveraging relevant insights from feedback tools and systems. Identifies and aggregates patterns of feedback across customers/partners/territories/industries, and leverages them with relevant industry perspective to develop strategic and actionable insights. Presents business cases to program managers to advocate for and influence product roadmaps, decision making, and bug fix prioritization, and own and drive initiatives as appropriate. Drives self and guides other team members to focus on customer/partner experience through efficient delivery and ensuring a seamless and connected customer experience. Drives the realization of customer/partner conditions of success by leveraging an understanding of customer goals. Anticipates, addresses, and leads customer confidence calls to resolve customer/partner dissatisfaction and unmet needs, and creates and executes strategies to improve customer experience, value realization, and acceleration of transformation. Partner Specialization Identifies and directs attention to multiple, strategic opportunities (e.g., launch deals) that align with revenue goals, and orchestrates growth of solution utilization pipeline with partners. Leads assistance with partner and sales teams to bring clarity to specific, complex opportunities through proof of concept and technical pre-sales support. Understands and anticipates solution area-specific market opportunities (e.g., competitor insights) and proactively leads initiatives to address them by supporting, assembling, and leading a v-team. Influences, challenges, and supports partners in developing scalable offerings, practices, products, and solutions, and investing and adopting new technologies at scale of the customer. May maintain relationships with non-technical senior stakeholders (e.g., sales) within the partner to understand their business model. Maintains active visibility in solution area-specific communities both to build credibility in internal/partner work and information sharing (e.g., technical updates, public facing roadmap) and to influence partners. Collaborates with internal stakeholders (e.g., engineering, sales) to provide field-based insights related to products/solutions related to functioning, pricing, implementation, and other areas. Leverages market insights and demand signals to assist leadership in identifying relevant areas in which to drive up-skilling and/or accreditations based on demand. Role models technical readiness, both depth-aligned to solution area priorities and breadth-aligned to Customer Success Unit (CSU)/corporate initiatives (e.g., security, resilience, AI), and influences team to drive their own technical readiness. Acts as a mentor, leading readiness and upskilling activities in the team/organization by educating colleagues on technical and non-technical concepts and sharing proven practices. Proactively identifies and anticipates gaps through delivery, communicates those gaps to and influences relevant team members and internal/external stakeholders, and connects gaps and patterns across business and technology areas that drive changes and improvements to products, intellectual property (IP) (both existing and new), technologies, and/or processes/practices that enable solutions to scale across customers. Proactively provides thought leadership and innovation to customers/partners and internal communities at the worldwide level. Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, Liberal Arts, or related field OR equivalent experience. 7+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting OR equivalent experience.

Citizenship & Citizenship Verification:

This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government Clearance. Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, Liberal Arts, or related field AND 12+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting OR Master's Degree in Computer Science, Information Technology, Engineering, Business, Liberal Arts, or related field AND 8+ years experience in cloud/infrastructure technologies, technology solutions, practice development, architecture, and/or consulting OR equivalent experience. 6+ years experience working in a customer-facing role (e.g., internal and/or external). Technical Certification in Cloud (e.g., Azure, Amazon Web Services, Google, security certifications). Cloud Solution Architecture IC5

• The typical base pay range for this role across the U.S. is USD $130,900
• $251,900 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $165,600
• $272,300 per year.

Certain roles may be eligible for benefits and other compensation.