Principal Field Solution Architect-collaboration

2 weeks ago

Washington, United States CDW Full time

**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 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.

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.
- Assist managers with new hire FSAs’, leads shadow assignments; proactively provides assistance and guidance to new hires to accelerate productivity.

Sales
- 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 dri

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