解决方案架构师
Solutions Architect
##### 职位描述
如果你适合这个职位，你将有机会管理各种HubSpot和RevOps客户，同时塑造赢得并拓展客户的解决方案。这个角色结合了客户战略师和解决方案架构师的职责：你将成为客户目标和需求的对接人，同时设计实现这些目标的技术方案，同时考虑到内部资源，确保按时、在预算内交付服务，并希望在这个过程中满足甚至超越期望。你将与优秀的客户战略师团队、HubSpot专家、网页开发人员、业务发展团队等密切合作。
在该职位上取得成功的人需要对HubSpot平台有深入的知识和专业技能，并将在客户管理、策略制定、解决方案架构和策略执行之间分配时间。作为战略师，你将负责客户关系，设定明确的期望，并通过同理心进行领导。作为解决方案架构师，你将在销售电话中担任技术专家，为每个潜在客户设计和规划合适的解决方案，与业务发展团队合作，并制作有说服力的提案和营销内容来传达价值。这个人需要具备良好的沟通和人际交往能力，能够察言观色，在某些情况下平衡客户的需求和公司的资源。
作为解决方案架构师的主要目标：
- 建立并发展客户关系
- 紧跟HubSpot产品更新和策略
- 保持客户满意度和留存率
- 设计并规划正确的技术解决方案以赢得和扩展客户
- 与业务发展团队合作，将潜在客户的目标转化为有说服力的提案
你负责的工作内容：
- 客户关系
- 作为指定账户的联络人和主要联系人
- 及时、专业且友善地回应日常沟通
- 了解客户的目标和需求
- 制定实现客户目标的策略
- 规划并主持客户会议和演示
- 沟通客户期望和责任
- 了解工作范围，评估可能超出范围的机会，并向内部咨询额外的项目计划和预算
- 项目执行与推动
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##### Job Description
If this is the job for you, you'll have the opportunity to oversee a wide variety of HubSpot and RevOps clients while also shaping the technical solutions that win and grow them. This role is a blend of account strategist and solutions architect: you'll be the point person and act as the liaison between the client's goals and needs, and you'll also design the technical approach that brings those goals to life, all while being mindful of internal resources to deliver services on time, within budget, and, our hope is to meet and exceed expectations in that process. You would be working hand-in-hand with a great team of Account Strategists, HubSpot specialists, web developers, a business development team, and more.
Someone who is successful in this position must have deep knowledge and expertise of the HubSpot platform and will split time across account management, strategy development, solutions architecture, and execution of said strategy. On the strategist side, you'll own client relationships, set clear expectations, and lead through empathy. On the solutions architect side, you'll act as the technical expert on sales calls, architect and scope the right solution for each prospect, partner with the business development team, and craft compelling proposals and marketing content that communicate that value. This person will need strong communication and interpersonal skills to be able to read the room and, at times, strike a balance between the client's needs and the company's resources.
Your main goals as a Solutions Architect:
- Build and grow client relationships
- Stay at the forefront of HubSpot product updates and strategies
- Maintain client satisfaction and retention
- Architect and scope the right technical solutions to win and expand accounts
- Partner with business development to turn prospect goals into compelling proposals
What you’re responsible for:
- Client Relationships
- Function as the liaison and main point of contact for assigned accounts
- Respond in a timely, professional, and kind manner to day-to-day communications
- Understand client goals and objectives
- Build a strategy to accomplish the client’s goals
- Plan for and lead client meetings and presentations
- Communicate client expectations and responsibilities
- Understand the scope of work, evaluate potential out-of-scope opportunities, and consult internally for additional project plans and budgets
- Project Execution and Facilitation
- Execute project tasks such as auditing HubSpot portals, building automations, developing HubSpot implementation plans, etc.
- Own the strategic direction for a portfolio of digital advertising, marketing, and HubSpot retainer accounts
- Create and maintain timelines for project deliverables
- Ensure projects are executed within their budgets and create a clear plan with options for remediation if/when that is not the case
- Manage a number of simultaneous projects and set priorities
- Review deliverables, send to the client, consolidate feedback, and communicate to the team
- Organize and document project deliverables, templates, etc.
- Assign tasks and projects
- Collaborate with internal teams to accomplish tasks
- Run meetings and check-in sessions
- Document and follow up on action items from meetings (both internal and external), create tasks within our project management system to execute these items, and ensure those tasks have clear instructions and deadlines
- Facilitate deliverables with contractors and maintain strong relationships with these individuals
- Participate actively in team meetings and opportunities
- Provide other administrative support as needed
- Sales Engineering
- Act as the technical solutions architect and sales engineer on sales calls, translating a prospect's business goals into a clear technical approach
- Partner with the business development team to qualify opportunities and shape the right solution for each prospect
- Architect technical solutions across HubSpot and RevOps that map a client's immediate needs to their larger business objectives
- Scope projects accurately, defining deliverables, timelines, and budgets that set both the client and internal team up to succeed
- Craft compelling proposals and marketing content that clearly communicate the value and mechanics of the proposed solution
- Serve as the subject-matter expert who builds prospect trust and confidence during the sales process
For this person to succeed, they will need:
- 5+ years of experience in a client facing role(s)
- Deep knowledge and understanding of the HubSpot platform
- _Strongly preferred_: HubSpot certifications and/or experience across all Hubs. Marketing and Sales Hub experience is required.
- Experience working with remote teams and tech (ClickUp, Slack, Google, Zoom)
- Ability to hold high-level business conversations with executives and CEOs
- Experience scoping and pricing technical projects
- Strong written communication for proposals and marketing content
- Alignment and embodiment of our core values
- Desire to continuously grow and improve
- An ownership and stewardship mindset
**_Compensation/OTE: $100,000 - $130,000_**