Senior Field Solution Architect - Collaboration

Description

At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW.

Job Summary

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 is a field-based technical presales
role. They are expected to spend the majority of their time onsite at CDW customer locations in their local markets. 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.

What you will do:
* Technology Leadership: Is 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.
* Sales: Follows 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 (EMC vs. NetApp, EMC vs. IBM); 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 Support: Responds 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.

What we expect of you:
* Bachelor's Degree or equivalent experience
* Four-year minimum technical pre-sales or technical architecting experience
* 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
* Proven project management skills
* 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
* Strong problem solving skills
* Must be able to communicate effectively and in a constructive manner with management, peers and coworkers
* Ability to understand, remember, and apply oral and/or written instructions or other information. Ability to
organize thoughts and ideas into understandable terminology. Ability to multi-task, organize and prioritize.
Ability to apply common sense in performing job. Ability to understand and follow basic instructions and
guidelines. Ability to travel as needed.
* Obtain and maintain relevant industry standard certifications

Pay range: $ 120,000- $ 160,000 TTC 80/20 depending on experience and skill set.

Annual bonus target subject to terms and conditions of plan
Benefits overview: https://cdw.benefit-info.com/
Salary ranges may be subject to geographic differentials

We make technology work so people can do great things.

CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive.

CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.