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Xerox Hyland Pre-Sales Solution Architect - - 22845 in WEBSTER, New York

Hyland Pre-Sales Solution Architect at created 18-Aug-2020"/>

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Hyland Pre-Sales Solution Architect

General information

Country: United States

Department: Solution Design

Date: Tuesday, August 18, 2020

Working time: Full-time

Ref#: 20009583

Job Level: Individual Contributor

Job Type: Experienced

Job Field: Solution Design

Description & Requirements

Job Description:

Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at at and explore our commitment to diversity and inclusion. at

• This position plays a key role in the pursuit of new business, analyzing the client’s business requirements to craft winning and deliverable solutions that are commercially acceptable to the customer.

• The role holder is responsible for modern, relevant, and tailored solution designs/concepts, meeting client needs (Requirements Analysis/Customer Consultation).

• Works in close collaboration with sales, bid management as well as internal and external partners. the role holder will orchestrate and enable deal wins, contributing to smooth service transition and successful handover to Implementation.

• The role holder is focused on:

o Use of standardized services estimating model/approach

o Innovative designs focused on winning and setting Xerox apart from the competition

o Consider market trends, assumptions, risk assessment and governance in design

o Leverage best practices/consistency wherever possible

o Balancing requirements to Xerox capabilities and pricing

• Scope:

o Leads and is accountable for comprehensive, end-to-end design for Hyland solutions/proposals of varying size and complexity

o Competency Requirements:

§ Participate in community of practice leaders/discussions/work sessions

§ Maintain/manage tasks to utilization rate of practice personnel

§ Evolve practice approach and capabilities through management leadership & mentorship

§ Deeply understand practice offerings, capabilities and solutions of the competency area

§ Present relevant talk tracks/demonstration models for practice offerings

o Consider market trends, assumptions, risk assessment and governance in design

o Leverage best practices/consistency wherever possible

o Balancing requirements to Xerox capabilities and pricing

· Sales Support

o Actively participate in customer discovery, requirements gathering, discussions and presentations

o Provide customer education and through leadership on best practices and Workflow Automation related offerings/solutions throughout the sales process

o Help sales evolve, define, and communicate our differentiation strategy

o Maintain visibility on and contribute to all opportunity relevant information throughout the sales cycle, (requirements, services estimate, statement of work, custom presentation recordings, etc..) where appropriate

· General:

o Recognized as an expert in own function

o Interprets internal or external business issues and recommends solutions/best practices

o Decisions are guided by resource availability and functional objectives

· Primary Responsibilities: Client Strategy & Account Development:

o Bid/Sales Support: Supports the presales phase of deal pursuit. Assists with the preparation and delivery of service contract proposals, bids and tenders.

o Service Design Authority: Takes responsibility for all components input to Solution Design as well as to qualification and business approval meetings. Shapes and architects services proposals working with partner(s) where relevant

o Cost and Risk: Defines the approach to service design, controlling scope and the work of the service design team in order to ensure an acceptable cost structure.

o Able to articulate the entire service to a client or partner on a technical and business level, clearly identifying benefits and risks.

o Business Development: Establishes customer requirements for a service building strong relationships with relevant stakeholders in Xerox, customer organization and partners. Acts as a major influence in the customer choosing Xerox.

o Requirements and Design: Designs innovative services, and where required can manage the work of different specialists including partners and third parties - contributing to the design and implementation.

o People and Resource Management: Works with Xerox pursuit team to develop solution services and pricing.

· Continuous Improvement & Knowledge Sharing- Provides continuous feedback to stakeholders as input for improvements. Shares knowledge with colleagues to make a useful contribution to Xerox knowledge. Updates and improves standard service architect methodologies based on learning and customer requirements/feedback. Promotes knowledge sharing with other stakeholders.

· Experience / Skill Required

  • 5 years’ experience working with solution design, scope, or other enterprise software class Pre-Sales functions

  • Hyland OnBase (or similar product offering) Certified Installer (OCI)

  • Hyland OnBase (or similar product offering) Certified Workflow Engineer (OCWE)

  • Hyland OnBase (or similar product offering) Certified WorkView/Case Management Professional (OCWV)

  • Enterprise Software Solutions/Project Management or other technical related certifications, (ECMp, CIMp, PMI, CSM, etc.)


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