Solutions Architect

Who we are:

Irdeto is the world leader in digital platform cybersecurity, empowering businesses to innovate for a secure, connected future. Building on over 50 years of expertise in security, Irdeto’s services and solutions protect revenue, enable growth and fight cybercrime in video entertainment, video games, and connected industries including transport, health and infrastructure. Irdeto is the security partner dedicated to empowering a secure world where people can connect with confidence.

With teams and offices around the world, Irdeto’s greatest asset is its people - our diversity is celebrated through an inclusive workplace, where everyone has an equal opportunity to drive innovation and contribute to Irdeto's success.

The Role:

As the Solutions Architect your primary function is to support our Business Development team in Europe with in-depth technical knowledge of Irdeto embedded security solutions and services: Keys & Credentials, CrossCharge, Anomaly & Threat Detection and Software Protection. In addition, you will be expected to develop and maintain excellent relationships with existing customers, improving customer experience/satisfaction. You will accompany the customer from the first interaction, through product implementation into operation. You will be able to identify opportunities with existing customers to extend Irdeto’s scope of service and introduce product enhancements. Furthermore, you will contribute to the bid process and the continuous improvement of bid management practices.

Your mission at Irdeto:

• Business Development Support
• Interface with existing and prospective customers to determine their technical requirements and to discuss and develop complex technical specifications.
• Contribute to and deliver detailed product demonstrations and technical presentations to prospective customers and partners for various market segments.
• Support BD activities at exhibitions, conferences, and webinars. This includes assisting with planning and the design, creation, setup, and presentation of demonstrations and presentations.
• Contribute to pre-sales collateral.
• Understand and gather market intelligence.
• Pre-Sales
• Contribute to the bid process by translating technical customer requirements into Irdeto solutions, identifying relevant products, services and prior case studies.
• Contribute to drafting sections of the proposal, the corresponding SOW and master agreements under the direction of the Bid Manager or Project Manager.
• Respond on time and accurately to customer questions, RFIs, and RFPs submitted during the bid process, whilst developing relationships with key technology partners and stakeholders in the account.
• Contribute to business case development as required.
• Post-Sales
• Contribute to creating and maintaining excellent relationships with existing customers globally providing in-depth Irdeto product and service knowledge.
• Identify opportunities in the customer account to extend current Irdeto products and services. Convert opportunities into technical sales proposals in collaboration with the Business Development team.
• Expedite license renewal, service extension, and recurring orders in an efficient manner, in collaboration with the Business Development Team.
• Contribute to achieving sales objectives set at the beginning of the financial year.
• Effectively liaise with customers to support the Business Development Team to maintain customer data in the CRM system.
• Liaise with internal departments to assist customers in effectively resolving outstanding issues and in communicating their requirements.
• Continuous Improvement
• Challenge, evaluate, and improve bid and sales management processes.
• Enhance and improve the tooling being used.
• Keep up to date with changes / updates to relevant Irdeto products and services.
• Continually improve knowledge and awareness of trends, markets, products and services in the automotive and electric vehicle charging industry.
• Ensure knowledge of standards and compliance in the automotive and electric vehicle charging industry is always up to date.

How can you add value to the team?

• You have five years of experience within the automotive, and or electric vehicle charging industry and a demonstrated business acumen. You understand the principles of deploying products and services in a high-volume manufacturing environment all the way to the shop floor, as well as from the cloud.
• You possess a strong knowledge of generally accepted cybersecurity best practices in one or more of the following industries: automotive, rail, electric vehicle charging, or critical infrastructure (e.g., energy and/or manufacturing).
• Understanding of end-to-end solutions including (cloud) backend, mobile device, and an embedded device is considered an advantage.
• Understanding the basics of threat modelling, reverse engineering, and common hacking techniques and principles is considered an advantage.
• You can build a strong trust relationship with customers' management and technical team.
• You can develop a strong understanding of Irdeto products, their capabilities, and their applicability to different markets.
• You have good technical writing and presentation skills.
• You communicate fluently in English. German or French skills are seen as an advantage.
• You can work independently, with stakeholders and team members being geographically distributed across multiple time zones – including Europe.

What you can expect from us:

We invest in our talented employees and promote collaboration, creativity, and innovation while supporting health and well-being across our global workforce. In addition to competitive remuneration, we offer:

• A multicultural and international environment where diversity is celebrated
• Professional education opportunities and training programs
• Innovation sabbaticals
• Volunteer Day
• State-of-the-art office spaces
• Additional perks tailored to local offices (e.g., on-site gyms, fresh fruit, parking, yoga rooms, etc.)