Job Information
CDW LLC Principal Field Solution Architect Hybrid Infrast in Southfield, Michigan
Description
Bring your IT career and talents to CDW, where you can have a greater impact, be inspired by our mission and excited about your career and future.A Fortune 200 leader, we're the driven professionals and technology experts companies turn to most to solve their IT challenges.
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 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 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, ISAs), using developed material.
Contributes to the team's knowledge base and readily shares knowledge with other FSAs, ISAs, 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