Solutions Architect

Job Overview:

The Solution Architect – China will support both the China Sales and Services teams in their initiative to increase sales of Ross Video technology in dynamic and innovative applications. Specifically, in the Chinese market, working alongside the Regional Sales Managers.

This key role in the Ross Sales organization requires a unique blend of engineering/solution-solving skills along with the "soft skills" required in a sales process. The Solutions Architect – China is responsible, during pre- and post-sales activities, for ensuring Ross Video's Superior Customer Experience and that proposed deals include technical solutions that accurately address our customers' business priorities and needs.

This requires collaboration with the Sales team, customer interaction, and managing the client's expectations throughout the engagement, as well as coordination with the Services implementation team (including Service Operations Specialists, Commissioners, Trainers, and Technical Support Specialists) and the Creative Services team, to ensure a successful launch of Ross solutions at clients' facilities.

Ideally based in Beijing, China, this role will primarily focus on the China region.

Who you report to: Manager, Technical Solutions - APAC

What we offer:

Ross offers competitive salaries, comprehensive health plans, and several perks to help you perform at your best. Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, an employee share ownership program, development support, and a ton of fun social activities and events Best of all, you will be part of the Ross Video family, and we've got an energizing environment here.  

What the job is all about:

• Participate in and contribute to sales opportunities driven by the Regional Sales Managers, prioritizing efforts based on maximizing total impact on the team's productivity.
• Scope technical solutions to address customer requirements, assess customers' met and unmet needs, and recommend solutions that optimize value for both the customer and Ross Video.
• Coordinate closely with Ross' internal Sales team and business partners to align solutions designed to meet our customers' business requirements.
• Proactively engage in opportunity reviews, ensuring they are properly configured and aligned in the sales process.
• Educate and provide professional development to the team and business partners to enhance their product knowledge, technical acumen, and technical sales skills.
• Engage in customer-facing product presentations, demos, training, and workflow guidance to customers and business partners at their premises or tradeshows.
• Pursue additional business development opportunities and collaborate with Sales to ensure these are effectively covered and advanced.
• Develop project plans, assist scheduling with resource allocation, coordinate Ross technical services, third-party resources, and client teams.
• Work on system-focused and highly technical projects.
• Work on tender responses and manage proposals for mid/large/solution-based RFPs/RFQs/RFIs.
• Help prepare world-class customer-facing proposal supplements.
• Create drawings that capture the spirit of specific opportunities, while also creating general variations for use by other groups at Ross.
• Assist in laying out and designing rail configurations for robotics opportunities.
• Provide market intelligence and client feedback to Product Managers on product & application requirements.
• Set up, configure, and perform product demos for customers and business partners on Ross-specific products and workflows.
• Coordinate with the Demo and Tradeshow team, as well as the Services team, to plan and execute upcoming system demonstrations and events.
• Work with the Marketing team, alongside the Regional Sales Managers, in the planning of regional events.
• Maintain technical documentation for solutions and customer proposals.

Who you are:

• Minimum 5 years of combined sales, sales engineering, pre-sales experience, systems application, or product specialist experience.
• Bachelor's degree in Engineering, Broadcast Technology, or related field.
• Record of achievement and technical solution expertise in a customer-facing environment.
• Knowledge/experience in studio/broadcast/live event video production, broadcast video system design/engineering, or equivalent.
• Possess strong knowledge of industry-standard protocols, connectors, and terminations.
• Strong knowledge of MS Word, Excel, PowerPoint, and Visio.
• Excellent communication & presentation skills.
• Must be proficient in both Desktop and Server Networking practices.
• Able to work cooperatively with and across all company departments, and occasionally across time zones.
• Possess strong and creative problem-solving traits.
• Working knowledge of Salesforce or similar CRM programs.
• Additional education and computer courses are strong assets.
• Familiarity with Ross Video products and solutions is a plus.
• Knowledge of IT, IP-based workflows, REMI, virtualized environments and broadcast systems is a plus.
• Prior knowledge of Salesforce or similar CRM systems will be an asset.
• The ideal candidate will be solutions-orientated, organized, self-motivated and thrive in a collaborative environment.