Customer Solution Architect

Overview

The Customer Solution Architect (CSA) is a strategic, customer-facing technical leader responsible for retaining and expanding Teradata ecosystems through technical engagement, advocacy, and opportunity progression. The CSA blends deep technical acumen in data architecture, analytics, AI, and cloud platforms with strong customer relationship skills to influence adoption, showcase value, and drive innovation.

As a trusted advisor, the CSA proactively engages customers to understand their business and technical landscapes, mitigate risks, and uncover growth opportunities. The role supports both pre- and post-sales motions, with a strong emphasis on maximizing platform utilization, identifying technical differentiators, and advancing ARR through technical progression.

Key Responsibilities

Customer Advocacy and Relationship Leadership

• Establish and maintain trusted relationships across customer organizations from technical leads to executive sponsors.
• Act as a prescriptive advisor, enabling early-warning systems and remediation plans to maintain or improve account health.
• Relay customer feedback, technical blockers, and solution gaps internally to influence product direction and ensure timely responses.
• Demonstrate value realization of Teradata solutions through ongoing customer engagement and success planning.

Adoption and Innovation

• Champion adoption by highlighting Teradata’s technical differentiators and underutilized capabilities.
• Educate customers on emerging trends, industry benchmarks, and new Teradata capabilities through technical briefings, innovation days, and workshops.
• Develop and deliver reusable technical collateral, POVs, and hands-on engagements (e.g., VHOEs) tailored to customer needs.
• Collaborate with customers to identify net-new use cases and align the Teradata platform with long-term strategies.

Technical Opportunity Progression

• Lead technical discovery, solution design, and scoping to advance identified growth opportunities that lead to an increase in ARR.
• Create and maintain a “Technical Vision for Success” specific to each account, mapping current-state and future-state architectures.
• Secure entitlements, validate platform readiness, and align cloud provisioning (e.g., SITEIDs, VPC, network requirements).
• Support quoting, ordering, proposal development, and stakeholder communication across internal teams and the customer.
• Execute high-value, cost-effective sales motions such as demos, benchmarks, and PoCs to de-risk opportunity progression.

Technical Influence and Execution

• Develop trusted technical leadership through thought leadership, proactive ownership, and field-proven credibility.
• Influence customer architecture strategy to include Teradata Vantage through modern data and analytics blueprints.
• Align technical execution with account team strategy and customer success goals, ensuring long-term platform expansion.
• Remain continuously educated on Teradata’s full portfolio and adjacent technologies to guide complex customer conversations.

Required Skills and Experience

• Excellent verbal and written communication skills.
• Possess a keen interest and understanding of developments in data and analytic solutions including emerging AI/ML trends.
• Experience in promoting analytic solutions for large enterprises in either a pre-sales or delivery role.
• Must have experience with Cloud technologies such as AWS, Azure and Google Cloud.
• Must have knowledge of the competitive landscape and an understanding of Teradata’s differentiators.
• A clear, confident and persuasive communicator who can craft, summarize and deliver messaging for various groups of users, influencers and stakeholders.
• Demonstrate ability to understand customer’s needs and provide thought leadership to influence and build trust at multiple levels.
• Possess the ability to multi-task and manage competing priorities across multiple customers.
• Possess strong analytical and problem-solving skills.
• Demonstrate excellent organizational and people skills.
• Have a degree level qualification or relevant experience in computer science, software engineering, mathematics, management information systems or a related discipline.

客戶解決方案架構師

概述

客戶解決方案架構師（CSA）是面向客戶的策略性技術領導者，負責透過技術參與、倡導與機會推進，保留並擴展 Teradata 生態系統。CSA 結合了在資料架構、分析、人工智慧與雲端平台方面的深厚技術能力，以及強大的客戶關係技巧，以促進採用、展示價值並推動創新。

作為值得信賴的顧問，CSA 主動與客戶互動，了解其業務與技術環境，降低風險並發掘成長機會。此角色涵蓋售前與售後階段，重點在於最大化平台使用率、識別技術差異化優勢，並透過技術推進提升年度經常性收入（ARR）。

主要職責

客戶倡導與關係領導

• 建立並維持與客戶組織中技術主管至高階贊助者的信任關係。
• 擔任指導性顧問，啟用預警系統與修正計畫，以維持或改善帳戶健康狀況。
• 將客戶回饋、技術障礙與解決方案缺口回傳內部，以影響產品方向並確保即時回應。
• 透過持續的客戶互動與成功規劃，展示 Teradata 解決方案的價值實現。

採用與創新

• 透過強調 Teradata 的技術差異化與未充分利用的功能，推動採用。
• 透過技術簡報、創新日與工作坊，教育客戶了解新興趨勢、產業基準與 Teradata 新功能。
• 開發並提供可重複使用的技術資料、觀點文件（POV）與實作活動（如 VHOE），以符合客戶需求。
• 與客戶合作，識別全新使用案例，並將 Teradata 平台與長期策略對齊。

技術機會推進

• 主導技術探索、解決方案設計與範疇界定，以推進成長機會並提升 ARR。
• 為每個帳戶建立並維護「成功的技術願景」，繪製現況與未來架構。
• 確保權限取得、驗證平台準備度，並對齊雲端配置（如 SITEID、VPC、網路需求）。
• 支援報價、訂購、提案開發與內部團隊與客戶間的溝通。
• 執行高價值、具成本效益的銷售活動，如展示、效能測試與概念驗證（PoC），以降低機會推進風險。

技術影響力與執行

• 透過思想領導、主動承擔與實地證明的可信度，建立值得信賴的技術領導力。
• 影響客戶架構策略，將 Teradata Vantage 納入現代資料與分析藍圖中。
• 將技術執行與帳戶團隊策略與客戶成功目標對齊，確保平台長期擴展。
• 持續學習 Teradata 全產品組合與相關技術，以引導複雜的客戶對話。

所需技能與經驗

• 優秀的口頭與書面溝通能力。
• 對資料與分析解決方案的發展趨勢（包括新興 AI/ML 趨勢）具高度興趣與理解。
• 具備在大型企業中推廣分析解決方案的經驗，無論是售前或交付角色。
• 必須具備 AWS、Azure 與 Google Cloud 等雲端技術的經驗。
• 必須了解競爭環境並理解 Teradata 的差異化優勢。
• 能夠清晰、自信且具說服力地為不同使用者、影響者與利害關係人撰寫、摘要與傳達訊息。
• 展現理解客戶需求的能力，並提供思想領導以影響並在多層級建立信任。
• 具備同時處理多項任務與管理多個客戶優先事項的能力。
• 具備強大的分析與問題解決能力。
• 展現卓越的組織與人際技巧。
• 擁有電腦科學、軟體工程、數學、管理資訊系統或相關領域的學位或相關經驗。