Solution Advisor - Infrastructure Products | Auckland

As a Solution Advisor - Infrastructure Products at Datacom, you will take on a variety of responsibilities including acting as the central point of contact for deal structuring and pricing, collaborating with sales and account teams to tailor solutions, and leading the assessment of risk and value in complex deals. You'll also play a crucial role in supporting deal review processes and provide insights that can greatly influence win probabilities and solution designs.

To qualify for the Solution Advisor - Infrastructure Products role at Datacom, candidates should possess at least five years of experience in technology with a deep understanding of Cybersecurity, Networks, Data Centres, or Cloud technologies. Proven pre-sales experience, especially in Infrastructure Products, and the ability to interpret customer needs into technology solutions are vital requirements.

The Solution Advisor - Infrastructure Products supports client needs by tailoring solutions that leverage internal and partner capabilities based on specific client requirements. This role requires collaboration with account teams to ensure the proposed solutions align with client business objectives and effectively address their challenges.

The work culture at Datacom for Solution Advisors is dynamic, inclusive, and supportive. The company fosters a collegial and flat-structured environment, allowing professionals to really connect and share ideas. Additionally, Datacom offers perks like social events, flexible working hours, and opportunities for professional development to ensure a satisfying work experience.

The Solution Advisor - Infrastructure Products role at Datacom stands out due to its emphasis on collaboration across various teams, allowing you to serve as a trusted advisor while solving complex challenges. You’ll engage with cutting-edge technologies and have the opportunity to impact numerous organizations across Australia and New Zealand while enjoying a positive and flexible workplace culture.

When answering this question, focus on specific experiences where you structured deals in previous roles. Highlight your understanding of market requirements, profitability objectives, and how you balanced both for success. Give examples that demonstrate your analytical abilities and strategic thinking.

Use the STAR method (Situation, Task, Action, Result) to describe a specific situation where you identified a client's needs and shaped a technology solution. Emphasize your collaborative efforts with sales and technical teams to create a tailored approach that met the client's requirements.

Discuss the importance of analyzing both the potential rewards and pitfalls associated with deals. Talk about how you weigh market trends, client expectations, and organizational goals during your assessment process, and provide an example of a time when your risk assessment influenced a positive outcome.

Emphasize the importance of clear communication and regular check-ins. Share your experiences in fostering a collaborative environment by organizing meetings to discuss progress and jointly addressing any challenges that arise, showcasing your role as a bridge between teams.

Utilize the STAR method to narrate a specific challenge where the client’s expectations were not initially met. Detail the steps you took to understand their concerns and navigate through to find a suitable solution, emphasizing your problem-solving skills and commitment to client satisfaction.

Highlight your belief that a successful presales process relies heavily on understanding the client’s business challenges, aligning your solutions to their specific needs, and effectively articulating the value you bring. Discuss your approach to researching and preparing for client interactions.

Discuss your methods for staying current, such as attending industry conferences, participating in webinars, or following relevant publications and thought leaders. Share how you apply these learnings to enhance your capability as a Solution Advisor.

Explain how strong communication is crucial in articulating complex ideas to both technical and non-technical stakeholders. Provide examples of how your communication skills have facilitated successful interactions and helped build rapport with clients and internal teams.

Select a project you are proud of and articulate your role clearly. Discuss the problem, your approach, teamwork, and the positive outcome, ensuring you quantify results where possible to display your contributions effectively.

Share your passion for technology and how it drives you to help clients overcome their challenges. Explain how the opportunity to innovate and work collaboratively within teams excites you and aligns with your career aspirations.