Job Summary

We are on a mission to transform the way organizations manage information. Today, the records management and governance industry is made up from dozens of legacy software applications that are difficult to use and costly to maintain. Meanwhile, safeguarding information and remaining compliant in a world of ever-increasing global regulations has never been more complex. At Access, we are building high performance teams to help solve complex governance, risk and compliance challenges.

We are looking for creative, entrepreneurial individuals who thrive on solving tough problems. We are investing in the very best talent to develop a next generation services solution to transform the way the world’s heavily regulated companies manage their information.

The Solution Architect will report to the VP of Product Evangelist based out of our Woburn, MA office. The Solution Architect is responsible for supporting the sales team, meeting with customers and prospects, and executing a business driven sales methodology that links our solutions with the prospects business problems while creating a competitive advantage.

Primary Responsibilities:

• Provide pre-sales opportunity support related to Conversion Services pricing and optimized delivery methods to ensure target profitability
• Work in conjunction with our account executives and sales professionals to derive a winning proposition and strategy for new business opportunities
• Utilize a consultative approach using industry knowledge and best practices, coupled with knowledge of how solutions can drive improvement to secure new business and differentiate us from our competition
• Participate in discovery sessions, executive meetings, return on investment strategy sessions, roadmap workshops and review meetings with customers that lead to an on-going knowledge gathering exercise with the ultimate aim of securing additional business
• Provide subject matter expertise in Conversion Services technology suite to assist in solution design and development
• Provide enablement to sales and account management resources to assist in completion of statement of work and installation of new accounts
• Be able to demonstrate the capabilities of the software and areas of value based on specific customer requirements
• Work collaboratively on cross functional teams to continually develop solution offerings to ensure that our customers get the best value for the solutions and services we offer
• Document and communicate customer solutions to all digital sales professionals
• Develop knowledgebase identifying areas of strengths and weaknesses within the customers / prospects operational and business processes clearly identifying where Access can offer operational excellence and bring clear business advantage
• Where required, provide continuity through the handoff phase to appropriate operational team to ensure the customer’s expectations are met
• Serve as a role model; mentor the sales team, transfer skills / knowledge for solution selling as it relates to our solution portfolio
• Successfully manage multiple priorities and deadlines
• Contribute to long range planning and budget discussions
• Travel requirements are expected to be 30-40% of positions time

Knowledge, Skills and Abilities Required:

• Previous experience in a consulting or sales role with a successful track record in the complex sales process, preferably in technology based solution selling
• Excellent communication skills to effectively present to a wide range of decision makers, including an ability to communicate business and technical concepts clearly, effectively and convincingly through presentations and demos
• Ability to create a compelling, value based presentations
• Demonstrated history of working with customers and coordinating internal resources to help complete a complex product sale
• Ability to grasp and describe technology concepts using terminology that an operations or executive can understand
• Be able to articulate proposals on a return in investment
• Ability and proven experience presenting and interfacing with all levels of matrix managed organization
• Exceptional interpersonal, oral, written communications and listening skills
• Self-motivated and a team player
• Ability to manage multiple projects and tasks to completion with minimal supervision
• Innovative thinker with skill in marketing deployment
• All Other Duties – Perform all other duties as assigned including carrying out responsibilities, performing duties, using skills necessary to perform all assigned tasks

About Access
Access is the largest privately-held records and information management services provider worldwide, with operations across the United States, Canada, Central and South America. Access provides transformative services, expertise, and technologies to make organizations more efficient and more compliant. Access helps companies manage and activate their critical business information through offsite storage and information governance services, scanning and digital transformation solutions, document management software including CartaHR, CartaDC and CartaDC Essentials, and secure destruction services. For 11 consecutive years, Access has been named to the Inc. 5000, the ranking of fastest-growing private companies in the U.S. For more information, go to https://www.accesscorp.com/