Enterprise Architect

Req ID: 116622 Remote Position: Yes Region: Americas Country: USA Location: Remote Employee Celestica is dedicated to delivering end-to-end product lifecycle solutions to drive our customers’ success. Our growing Advanced Technology Solutions (ATS) organization focuses on applying Celestica’s advanced capabilities, knowledgeable people and innovative tools to enable companies in the medical industry with highly complex, mission critical applications to improve their competitive advantage. We are currently expanding our Advanced Technology Solutions (ATS) Sales organization and are seeking a senior solutions leader to help drive the growth and shape the future of a collaborative, high performance, growth oriented business unit. At Celestica, our people make the difference … We are looking for a Solutions Director who is passionate and results-oriented to be part of our global ATS organization. If you are a highly motivated individual who can align unique insights to key customer priorities and can engage customers by deliberately linking their business priorities to our value propositions, then we want you on our team. Job Overview: As the Solutions Architect Director, you will be responsible for working closely with the Sales Directors on targeting new customer engagements across various submarkets in the HealthTech space with focus on surgical instruments, patient monitoring devices, diagnostic imaging, in-vitro diagnostics, and other medical related devices as well as to liaise with the manufacturing sites, engineering teams and quote cells in order to build tailored customer solution proposals and operationally and financially viable offers for the our company and for our clients, likewise. The Solutions Architect is seen as the technical expert by our clients. They will build strong, knowledge based, in-depth working relationships with major customers at all levels in their organization. They will work directly with key client decisions markers and support the business during the complete sales cycle . The incumbent is accountable for: The incumbent will act primary as a Business Solutions contact and in few cases as an additional sales interface for several accounts on a regional basis. More specifically: Investigates potential new opportunities within the account Gains competitive intelligence and always ties insights back to our unique strengths in the market Creates opportunities to provide a unique and contrarian perspective during commercial conversations and is able to reframe the way customers view their business Have deep knowledge of customer’s business current macro and microeconomic trends, industry trends and potential new business opportunities Engages the customer by deliberately tying their business priorities to our value proposition Acts as the Customer advocate to ensure that the organization remains customer-focused. Acts as the main focal point to understand customers needs and requests, manages them and delivers business proposals and RFQ responses to customers. Acts as a subject matter expert in integrated solutions provided by Celestica, in a joint effort with Sales Reps to profitably grow the customer base, while meeting the revenue and gross margin booking targets Works with customers to understand specific needs in a consultative manner Identifies customer pain-points which should be addressed in the solutions proposal package and presented as value differentiator that Celestica could offer Pulls in further subject matter experts and site resources as needed to develop and optimize customized solutions across all service offerings across the product life cycle (manufacturing, after market, repair, logistics and/or engineering services) Works with the quote organization and business proposal leads to ensure understanding of financial implications of the solution for Celestica and to provide a compelling and competitive offer to the customer, while meeting the internal financial indicators Ensures that operational and financial inputs of the customer quote are correct and aligned to the Terms and Conditions and/or Requirement Specifications of the Scope of Work Assists the Sales Rep in the customer negotiations and presentation of the overall proposal, as well as providing consultancy on the operational and technical matters of the solution proposed Works with Sales Reps and the business unit leads in order to qualify opportunities Coordinates the development and preparation of unsolicited value propositions aligned with the HealthTech market strategy (R&D, manufacturing, after market) Creates compelling proposal content and customer presentations, and participates in Customer and internal Celestica executive reviews Understanding timelines, considerations, and activities involved with developing, producing, and validating medical devices & their components. Directly interfacing with OEM customers engineering, operations, and procurement leadership Regulatory research, device classification, and risk reporting for key stakeholders in segment leadership and sales Skills & Competencies In depth understanding of at least one of Celestica’s core services offerings. Strong communication, interpersonal, relationship management and professional sales skills Have the ability to work on, and close, multiple prospects simultaneously Possess the creative ability to link abstract concepts and articulate in a clear, concise and constructive manner Cultural sensitivity to effectively deal on a Global Scale with Customers and Celestica Locations Experience in high complex service selling within a global network Understanding of technical and process fundamentals related to electronics and electromechanical products used in the medical device industry (FDA regulation, ISO13485, MDD, risk management, development process for new products) Experience in developing business with new clients / developing new markets led by a technical background (either in manufacturing or engineering) Demonstrated understanding of the integrated services and solutions that leverage Celestica’s core businesses including; design, NPI, commodity management, engineering solutions, order management, manufacturing (PCBA, electro-mechanics, mechatronic assemblies), fulfillment and after-market services. Financial acumen is required, covering but not limited to: understanding Profit and Loss structure, proficiency with costing methodology and quotations models, pricing simulations. Fostering and building relationships with existing clients as required Strong strategic planning and execution skills Ability to understand Profit and Loss modeling and sales impacts to improving customer financials Value based solution selling, business judgment, negotiation and decision-making skills. Experience working and selling with senior level executives. Exceptional ability to work with others as part of a cross-functional team Experience working with vast remote cross-functional teams in large matrix organizations Demonstrated ability to have successfully carried a sales, revenue or operational quota gains Minimum of 10 years in electronics or medical device manufacturing, new product development, new product introduction, design engineering, manufacturing engineering, and/or systems engineering. Of those 10 years, at least 5 years of experience in business development and/or client relations, with preferably manufacturing operations background, specifically related to medical products Languages: Fluent in English Education: Engineering degrees are preferred, while similar relevant Technical or Business degrees/background may also be considered Business Travel is required 30-50% All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Celestica’s policy on equal employment opportunity prohibits discrimination based on race, color, creed, religion, national origin, gender, sexual orientation, gender identity, age, marital status, veteran or disability status, or other characteristics protected by law. This policy applies to hiring, promotion, discharge, pay, fringe benefits, job training, classification, referral and other aspects of employment and also states that retaliation against a person who files a charge of discrimination, participates in a discrimination proceeding, or otherwise opposes an unlawful employment practice will not be tolerated. All information will be kept confidential according to EEO guidelines. Location: This is a remote position, with travel as necessary. We are open to considering candidates close to any of our US locations in Massachusetts, Pennsylvania, Minnesota, Texas, Arizona, Oregon or California as well as locations near major airports such as the Northeast, Southeast, Midwest and Pacific Coast. COMPANY OVERVIEW: Celestica (NYSE, TSX: CLS) enables the world’s best brands. Through our recognized customer-centric approach, we partner with leading companies in Aerospace and Defense, Communications, Enterprise, HealthTech, Industrial, Capital Equipment and Energy to deliver solutions for their most complex challenges. As a leader in design, manufacturing, hardware platform and supply chain solutions, Celestica brings global expertise and insight at every stage of product development – from drawing board to full-scale production and after-market services for products from advanced medical devices, to highly engineered aviation systems, to next-generation hardware platform solutions for the Cloud. Headquartered in Toronto, with talented teams spanning 40 locations in 13 countries across the Americas, Europe and Asia, we imagine, develop and deliver a better future with our customers. Celestica would like to thank all applicants, however, only qualified applicants will be contacted. Celestica does not accept unsolicited resumes from recruitment agencies or fee based recruitment services.