Senior Field Solution Architect - Networking Solutions
Company: CDW Corporation
Location: Buffalo
Posted on: August 5, 2022
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Job Description:
The Senior 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 Senior FSA develops and maintains
strategic relationships with Sales Management of the teams they
support and seen as a trusted advisor to grow business. The Senior
FSA is expected to be subject matter expert in multiple families of
solutions. The incumbent in this role operates independently using
standard approaches, existing tools, templates, and resources;
shares knowledge and information that may benefit the team. Key
Areas of Responsibility Technology LeadershipIs a passionate
learner who demonstrates continuous learning by proactively
expanding technical depth in products, solutions, and services. If
pertinent, achieves certifications in advanced technologies for
CDW's Partner Certification Requirements.Operates with the
perspective and insight that business needs, not just technology,
establish the limits on what can be achieved.Designs technical
solutions using standard approaches, considering the customer's
infrastructure limitations and opportunities; analyzes, interprets,
and presents assessment results.Determines and defines services
that complement and/or round out proposed hardware and software
engagements, estimates required engineer effort.Uses team tools,
templates, resources, and processes for maximum efficiency,
productivity, consistency, and high quality execution.Provides
feedback to technology leaders where opportunities exist to improve
offerings, design, and delivery execution.Conducts
technology/solutions training for CDW audiences (e.g., Sales,
Inside Solution Architects), using developed material.Contributes
to the team's knowledge base and readily shares knowledge with
other FSAs, Inside Solution Architects, and Sales.Assists new team
members by answering questions and sharing expertise on the tools
of the job.Assists new hires by answering questions and sharing
information.SalesFollows up on implemented solutions and identifies
new opportunities that complement the work that was
completed.Researches and reviews customer profile information;
applies knowledge of the vertical to develop customer intimacy
prior to sales calls and/or 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.)Uses various tools to calculate the Total Cost of
Ownership and/or Return on Investment and explains to customers and
Sales the business value of a solution and its benefits.Articulates
to customers the Practice's value proposition; articulates
audience-centric version of the value proposition to customers,
account managers, and partners and uses it to generate additional
revenue opportunities for CDW.Guides (compares and contrasts)
customers in their decision making within CDW Tier 1 Partners
Technologies/Solutions (Cisco vs. Aruba, Meraki vs. Extreme);
influences, guides and partners with customers to develop their IT
strategy.Plans and executes events in territory by replicating
plans from other successful events; secures funding to support CDW
customer events; drives attendance to sponsored events.Leads
business-focused technology solution presentations at CDW,
Customer, and Partner events and meetings in your territory.Uses
technology assessments and demos as a sales tool for furthering
sales opportunities; identifies cross sell-and/or up-sell
opportunities for an engagement, equips/assists FSAs and Sales to
pursue it.Collaborates with Partners, Inside Solution Architects
(ISA) and Account Executives (AE) 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, Sales Managers, Field Sales);
understands partner alignment in geography and leads customer
opportunity mapping exercises; coordinates on-site partner
visits.Develops a detailed and ambitious Territory Plan in
collaboration with Partners, AEs, and ISAs and uses it to manage
their business.Understands profit margin and how to increase
profitability; works cooperatively with field sales to ensure
healthy profitability. Leverages and maximizes partner pricing,
partner registration programs, incentive programs, and special
pricing, to win business and ensure healthy profitability, provides
input on pricing to Account Managers, Field Sales, FSAs, and
Partners to increase margin and deal size and position CDW for
future opportunities; negotiates pricing with Partners.Produces
marketing-type documents and materials (e.g., presentation) to
customer in territory.Sales SupportResponds to questions about
partner registrations, associated registration issues, and customer
engagement history.Prioritizes time spent on opportunities based on
potential return on investment.Produces Bills of Materials,
including product maintenance; writes Statements of Work (including
work estimates), RFPs, RFIs, and proposal content.Maintains
pre-sales pipeline data, develops plans, and takes actions to move
opportunities to closure.Minimum QualificationsBachelor's Degree or
equivalent experienceFour-year minimum technical pre-sales or
equivalent experienceOther RequirementsStay 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 trainingProven
project management skillsProficient in Microsoft office
applicationsProven success and experience selling technologies
solutions and servicesKnowledge and proven success of engaging and
working with sales teamsAbility to execute on territory goals and
metricsAbility to adapt and change to the business needs of the
practice and team coverage modelStrong interpersonal and
presentation skills, including consulting skillsStrong oral and
written communication skillsStrong passion for learning and
teaching othersMotivated and self-startingAbility to think
creatively and come up with proactive ideas that will increase
salesStrong problem solving skillsMust be able to communicate
effectively and in a constructive manner with management, peers and
coworkersPreferred QualificationsObtain and maintain relevant
industry standard certifications.At least 5 years of solid Cisco
networking experience focused in Security, R/S, DC SwitchingCCNP or
Equivalent Technical Expertise and Years of ExperienceAbility to
travel as needed which is typically 50%Multi-vendor converged
infrastructure and Software-Defined Network (SDN) platform
knowledgeAbility to design and whiteboard a holistic solutions to
'C' level executivesCOVID-19 Update:CDW is committed to maintaining
a workplace that is free of known hazards and to ensuring the
safety, health, and well-being of coworkers and candidates for
employment and their families, as well as the community.CDW
requires all coworkers be fully vaccinated against COVID-19, with
the only exceptions being a documented, legally required medical or
religious accommodation.Prior to starting with CDW, successful
candidates will be required to: (i) be fully vaccinated against
COVID-19 and provide CDW with proof of full vaccination; or (ii)
apply for and receive a medical or religious-based accommodation to
be exempt from the mandatory vaccination policy.
Keywords: CDW Corporation, Buffalo , Senior Field Solution Architect - Networking Solutions, Other , Buffalo, New York
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