Senior Solutions Architect

Company Description: 

Mole Street is an Elite HubSpot Solutions Partner and industry-leading technology and marketing consultancy. We are a fully remote agency with a presence in the U.S. and South America. Our clients consist of mid-market and enterprise B2B companies that partner with us to define strategies and execute programs that meet business objectives through technical and creative applications of the HubSpot platform.

We specialize in guiding our clients through digital transformation initiatives, including technical implementations, growth-driven design programs, technical HubSpot consulting projects.

Our culture is driven by the core values of Joy,  Grit,  Accountability,  Curiosity,  Authenticity, Clarity and Growth Mindedness. The team is positive, passionate, rational, resourceful, resilient, and results-oriented. We take pride in collaborating with each client to implement strategies that will grow their company. We also believe that “Great Things are Happening!”

The team is positive, passionate, rational, resourceful, resilient and results driven, taking pride in the work and the people who do it. Employees are highly valued and dependable, driven to win for the collective good of the company and its clientele and dedicated to breaking the mold from the agency of the past into the agency of the future as Mole Street grows.

Experience and Attributes: 

• Experience in relationship management – maintaining connections with Mole Street referral partners and strategic relationships at HubSpot
• Technical Discovery and Scoping.  Asking the right questions at the right time in order to position Mole Street as the go to partner. Owning the scoping calculator and ensuring the inputs are accurate, confirming assumptions with delivery stakeholders
• Ability to understand business processes, and translate business vision and goals into a clear SOW that alleviates the pain points for the client 
• Proficiency in Mole Street’s Technologies – HubSpot among others – evidenced through certifications and technical aptitude
• Analytical thinking – inclusive of data and problems presented in a quantitative, qualitative, and/or conceptual manner. 
• Strong understanding of the inner workings of go-to-market teams: including marketing, sales, customer success/service, and operations among others - and refining processes for those teams to succeed collaboratively. 
• Proficiency in all of HubSpot’s hubs but especially the CRM, Google Suite, Slack and Pandadoc
• Sense of humor, does not take him or herself too seriously
• Highly loyal and with a high degree of integrity

Preferred Attributes:

• Former HubSpot employee with deep knowledge of the inner workings, politics and services/software sales process for MidMarket + Enterprise companies
• A strong rolodex of people on the sales, customer success and services consulting teams at HubSpot
• Strong Knowledge in Mole Street’s supporting Technologies –  Whether it be Data warehouses, SMS platforms, Customer Data Platforms or other CRMs/CMS’
• Broad experience in tech forward industries whether it be Financial Services, Edtech with complex or nuanced sales cycles and timelines
• Experience handling the following between HubSpot and other systems: custom integrations, data migrations, implementation projects, and website design/development. 
• Knowledge of distinct technology ecosystems, channel revenue programs, and its nuances
• History of assisting on pre-sales initiatives combined with high standards of project delivery
• Strong relationship management and business development capabilities
• High emotional IQ

Mission:

The Senior Solutions Architect is responsible for leading pre-sales efforts, building trust with prospects, referral partners and clients and maximizing the value of each contract. You will work with and reinforce relationships with referral partners and HubSpot reps to acquire more pipeline. Your mission is to drive the revenue growth of Mole Street by showcasing capabilities to develop and implement the most high performing websites, migrations, integrations,  implementations and consulting programs through HubSpot in the market. You will directly execute the sales efforts of both our services and HubSpot software sales. Additionally, you will outline and lead technical discoveries and roadmapping for integrations, migrations and other projects that require development and technical scoping for new business.

Day-to-Day: 

Three main disciplines are critical to success for a Solutions Architect. The ability to:

Effectively drive Business Development: Build and maintain relationships with HubSpot, Referral Partners and COI’s, sourcing leads to increase pipeline

Execute on Pre-Sales: Effectively run full cycle sales process, scope and close contracts

Facilitate Delivery Handoff:  Effectively communicate post sales with delivery team to set them up for success 

Business Development

• Regularly connect with HubSpot’s Corporate and MidMarket Sales Reps along with Strategic Customer Success Managers, Onboarding specialists and Services Consultants to drive qualified new business opportunities to Mole Street based on your metrics sheet
• Maintain responsibility for a minimum pipeline of sourced opportunities 
• Attend conferences, events and other in person meetings as requested and assigned to support business development efforts to deepen relationships and source leads 

Pre-Sales:

• Conduct initial qualification meetings at the connect call stage whether it be through inbound or demand generation sourced leads or leads that come directly from HubSpot.  
• Engage in early, mid and late stage selling across both solution lines and across all of HubSpot’s Hubs/ supporting technologies where appropriate
• Own excellence in Mole Street’s CRM, managing deals and notes, memorializing all conversations with prospective clients to ensure smooth handoff once Closed Won occurs. Make all updates to the CRM before close of business daily  based on the days activities and knowledge regarding deal stage, timeline, value and other key metric
• Write, send and close contracts through to signature 
• Include all relevant internal stakeholders through the process internally and externally to get to a sale

Delivery Handoff

• Share signed contact with Finance team and ensure first invoice goes out promptly before kickoff and that the recurring invoices are set up as per the SOW
• Schedule internal briefing call with engagement team and consult on staffing based on your unique understanding of the client’s goals, sentiment and corporate culture
• Schedule and attend kickoff call providing client background and context, having aligned with Sr. Director of Consulting in advance on talking points 
• Identify upsell opportunities in the kickoff fully briefing the engagement team on where they can take it post launch after connecting with Sr. Director of Consulting on approach and aligning
• Bill your time for any time spent building Account Overviews, brief meeting and, alignment post contract