Principal Field Solution Architect - Enterprise Network Solutions
Company: CDW LLC.
Location: Atlanta
Posted on: September 21, 2023
Job Description:
CDW is an equal opportunity/affirmative action employer
committed to a diverse and inclusive workplace.
If you need assistance in applying for a position, please complete
our accommodation request form. Home / Job Search / Principal Field
Solution Architect - Enterprise Network Solutions Principal Field
Solution Architect - Enterprise Network Solutions The Principal
Field Solution Architect (FSA) role focuses on pre-sales solution
design. This role is responsible for working with internal and
external sales teams to plan and organize sales strategies. The
incumbent analyzes the sales environment including customer
expectations, competitive environment as well as the customer's
technical environment and define actions to be performed in the
sales cycle timeframe. The Principal FSA develops and maintains
strategic relationships with Sales Management of the teams they
support and seen as a trusted advisor to grow business. The
Principal FSA is expected to be subject matter expert in multiple
families of solutions. The Principal FSA is responsible for driving
a variety of initiatives and projects, coaches and/or mentors
others FSAs; and strategically works with sales, partners and
customers to uncover and increase emerging business opportunities.
The Principal FSA takes a lead role in defining, developing, and
supporting solutions and new technologies; prepares the team to be
successful through proactive training, sharing knowledge, and
communicating best practices. Key Areas of Responsibility
Technology Leadership
- Acquires deep technical depth in their role; Is the "Go To"
person for the solution, both technically and strategically; is on
the forefront of their solution(s) and the implications for CDW
offerings.
- Performs a lead role in executing the "Go-to-Market" for new
offerings.
- Designs technical solutions not only considering the customer's
infrastructure but also the business limitations and opportunities;
operates comfortably beyond standard approaches to satisfy the
needs of all the stakeholders.
- Reviews peer's designs for quality and accuracy.
- Determines and defines services that complement and/or round
out proposed hardware and software engagements, estimates required
engineer effort.
- Operates beyond a 'self' focus for the benefit of the team and
the practice to better CDW's technology leadership, execution, and
overall relevance to our customers; develops standardized templates
of deliverables, including the SoW framework, tools, demo lab and
scripts, and services calculation (Calc); provides leadership to
equip CDW to deliver the solution at a high level of quality.
- Communicates and trains the team on changes in technologies,
procedures, solution implementations and approaches.
- Develops training materials for team members to use with CDW
audiences.
- Promotes a culture of knowledge sharing and collaboration by
organizing knowledge bases, contributing regularly, and encouraging
team members to contribute.
- Coaches and mentors team members to improve their technical,
consulting, and sales skills.
- Acts as a resource to FSAs for advice and recommendations on
technical design issues and product choices.
- Conducts technical assessment and expertise evaluations during
the candidate selection process.
- Assist managers with new hire FSAs', leads shadow assignments;
proactively provides assistance and guidance to new hires to
accelerate productivity.
- Follows up on implemented solutions and identifies new
opportunities that complement the work that was completed.
- Advises team members and sales prior to customer calls and/or
sales strategy sessions.
- Assists customer in understanding their equipment maintenance
contracts, upgrade needs, and renewals; analyses the most
cost-effective approach for the customer (e.g. renew the contract
or purchase new equipment and contract.)
- Incorporates financing (through manufacturer or third party) as
part of the sales proposal and discussion; looks beyond the current
infrastructure/problem toward a three to five year roadmap.
- Articulates to customers the S3 Practice (Strategic Solutions
and Services Practice) value proposition to customers, account
managers, and partners and uses it to generate additional revenue
opportunities to CDW.
- Guides (compares and contrast) customers in their decision
making within all tiers of CDW technologies (e.g., Cisco vs.
McAfee/Juniper) as well as with external competing
technologies/solutions (e.g. Dell vs.NetApp/EMC).
- Initiates new event ideas; collaborates with Partners and Sales
to design events that can be replicated by other FSAs; secures
funding to support CDW customer events.
- Delivers presentations and conducts sales conversations with
confidence and credibility to C-level clients, both in small
meeting and large group formats.
- Develops presentation content for the team
- Delivers presentations and conducts sales conversations with
confidence and credibility to C-level clients, both in small
meeting and large group formats.
- Develops assessments improvements and demos for FSAs to use as
sales tools, identifies new ideas for cross-sell opportunities,
teaches FSAs in Sales on how to use these tools.
- Collaborates with Partners, ISAs, and AEs to drive mapped
opportunities; fine tunes strategies and approaches to achieve
greater sales results.
- Operates in a regular cadence with multiple partners to
educate, plan, and execute on joint strategies in collaboration
with multiple stakeholders (ISA, AE, SM, Field Sales); understands
partner alignment in geography and leads customer opportunity
mapping exercises; coordinates on-site partner visits.
- Shares best practices and effective territory planning
approaches with peers to leverage successful approaches across the
team.
- Shares best practices and tactics for enhancing profitability
and closing deals.
- Acts as subject matter expert for marketing activities (e.g.,
marketing blog, content, references, videos, etc.); produces
marketing-type documents and materials (e.g., data sheet,
presentation, demo video) to use throughout the Practice
- Responds to questions about partner registrations, associated
registration issues, and customer engagement history.
- Manages competing priorities and sets expectations with sales
and other stakeholders through proactive communication, planning,
and potential for return on investment.
- Leads the development of Bills of Materials, Statements of
Work, RPFs, RFIs, and proposal content for cross-technology
solutions with high levels of accuracy and quality.
- Maintains pre-sales pipeline data, develops plans, and takes
actions to move opportunities to closure. Qualifications
- Bachelor's Degree or equivalent experience
- Seven-year minimum technical pre-sales or technical
architecting experience
- Demonstrated subject matter expertise in specific technology
Other Requirements
- Stay up to date on products, applications, technical service,
market conditions, competitive activities, advertising, and
promotional trends through the reading of pertinent literature,
seminars, and online training
- Proficient in Microsoft office applications
- Proven success and experience selling technologies solutions
and services
- Knowledge and proven success of engaging and working with sales
teams
- Ability to execute on territory goals and metrics
- Ability to adapt and change to the business needs of the
practice and team coverage model
- Strong interpersonal and presentation skills, including
consulting skills
- Strong oral and written communication skills
- Strong passion for learning and teaching others
- Motivated and self-starting
- Ability to think creatively and come up with proactive ideas
that will increase sales
- Must be able to communicate effectively and in a constructive
manner with management, peers and coworkers Preferred
Qualifications
- Obtain and maintain relevant industry standard certifications.
Date Posted: Aug 19, 2023 Job Category: Engineering Follow us
Learn about #LifeAt CDW , career opportunities and more CDW is an
equal opportunity employer committed to a diverse and inclusive
workplace. View our EEO Statement, Posters and Notices . If you are
an individual that needs assistance inapplying for a position,
please start here .
#J-18808-Ljbffr
Keywords: CDW LLC., Atlanta , Principal Field Solution Architect - Enterprise Network Solutions, IT / Software / Systems , Atlanta, Georgia
Didn't find what you're looking for? Search again!
Loading more jobs...