AddressThe Microsoft Sr. Solutions Architect is client facing, pre-sales technologist that works with designated accounts and acts as a value- added technical advocate for CDW Microsoft clients. A Sr. Solutions Architect is responsible for understanding clients’ business requirements as they pertain to Microsoft Data and AI solutions, qualifying opportunities and creating designs that match the requirements with appropriate products, managed and professional services.
This role builds the required presales collateral to represent the solution including, but not limited to, LOUs (Letters of Understanding), documents, HLDs (High Level Design), BOMs (Bill of Materials), Product Quotes (with pricing), LOEs (Level of Efforts), Client Proposals and SOWs (Statement of Work). This role entails the following responsibilities; collaborating with other Line of Business (LOB) experts as required to address client needs, presenting the proposed solution to the client, ensuring the sale is made and overseeing the delivery of these solutions all while maximizing profit to CDW. Lastly, the solution architect role requires the person builds and maintains a healthy relationship with key business partners (OEMs, subcontractors, service providers) in the assigned districts and regions they support.
The Sr. Solutions Architect has deep subject matter expertise of solutions in a single LOB (Microsoft Data and Analytics Solutions). Is an expert in deal orchestration for a single LOB, sequencing activities and deliverables to the client to value sell, earn trust and enhance margin. Has a generalized understanding of technology solutions in adjacent LOBs. Is considered a thought leader and develops IP & collateral for a single LOB. Sells and positions implementation and advisory services primarily in their assigned LOB, but also understands and advises clients on where other strategic and advisory services fit their needs.
Primary Duties & Responsibilities
- Client Facing Sales Support – Works with sales account team, interfacing directly with CDW clients. Builds trusted advisor relationships, understanding client’s business challenges and proposing solutions
- Develops High Level Designs and Architectures – Creates and documents architectures that address client business problems which can be used to ensure a smooth transition from presales to delivery
- Create Proposals – Develop BOMs (Bill of Materials), Product Quotes, SOWs (Statements Of Work), LOUs (Letters of Understanding), business cases and RFP responses
- Sales Planning – Work with management and sales teams to develop account prioritization and support strategies that will ensure a long term trusted relationship status
- Partner Relationship Management – Develop healthy and trusted relationships with key partners in the geography
- Billable Consulting – Provide services as part of client projects that are billable. Usually in a project oversight mode
- Intellectual Property Development – Contribute to the development of CDW intellectual property and industry recognition (white papers, speaking engagements etc.
- Administrative Overhead – Respond to email, phone calls, complete time cards in a timely manner, expense reports and status reports as required
- Training – Develop and execute a professional plan that will enhance skills
Basic Qualifications
- Bachelor’s degree in Computer Science, Management Information Systems, Information Technology, Engineering, Mathematics or a related field
- At least 5-7 years of related work experience in a Digital and/or Data focused solutions focused role
Other Position Requirements
- Demonstrated ability to apply technical background and knowledge to business direction by developing service offerings, go-to-market strategies, business planning, and other activities important to building business for Microsoft Data and Analytics solutions (Including PowerBI, Fabric, Synapse, ADF etc)
- Demonstrated ability to drive sales, sequencing activities and deliverables to the client to value sell, earn trust and enhance margin
- Proven experience articulating technical viewpoints to diverse audiences, including technical and business decision makers
- Proven ability to evaluate information and make sound technical risk judgements
- Demonstrated ability to multitask and to prioritize workload under tight deadlines in a fast-paced environment
- Demonstrated ability to develop longer-range project plans and schedules to complete complex projects or new solution/product development
- Demonstrated ability to perform technical skills/knowledge transfer to client
- Demonstrated attention to detail and follow-up skills
- Demonstrated leadership, delegation, and personnel management skills
- Demonstrated communication and presentation skills, including formal and informal presentations to large and small audiences
- Demonstrated ability to work independently with minimal direction
- Technical writing experience
Preferred Qualifications
- At least four (4) years of experience in pre-sales engineering and/or sales in a Systems Integrator, OEM, or similar environment
- Relevant certifications in area of specialty – Specifically Microsoft Data, AI and Cloud solutions
- Microsoft Data Integration, Data Engineering, Data Ware
- Solution Architect level understanding of Microsoft Data Integration, Data Engineering, Data Warehousing, Real time analytics, Data Science and Business Intelligence
- PowerBI, Azure Synapse, Microsoft Fabric, Azure Data Factory, Azure Databricks
- Four (4) years billable consulting experience
- Four (4) years of experience with leading teams in a Client or consulting project environment
- Four (4) years of experience with Client, OEM or VAR based partner management
- Demonstrated experience in the selling and delivery of multi-million dollar enterprise-size, complex projects
- Experience within SaaS, IaaS, PaaS, and other cloud environments
Data Privacy and Security:
- All CDW employees are responsible to safeguard the information and information systems that they use or handle in the execution of their duties. Employees are obligated to know and perform their duties in accordance with CDW policies, standards, and procedures related to security and report security violations to the appropriate CDW authority.
- Participate at hire and annually in the Information Security Awareness training as well as other required training identified by the Human Resources department. Other data privacy and data security related regulatory training may be required based on your role or assignment
Essential Functions
The position exists to provide presales technical consulting solutions to customers and as such requires the ability to travel to and from customer sites and interact with customers on an ongoing and regular basis
The above primary duties, responsibilities, and position requirements are not all inclusive.
Competencies:
Demonstrates competencies defined for the Technical Architect through Solutions Architect levels, plus the following:
Manages Complexity - Asks the right questions to accurately analyze situations. Acquires data from multiple and diverse sources when solving problems. Uncovers root causes to difficult problems. Evaluates pros and cons, risks and benefits of different solution options.
Interpersonal Savvy – Relates comfortably with people across levels, functions, culture and geography. Acts with diplomacy and tact. Builds rapport in an open, friendly, and accepting way. Builds constructive relationships with people both similar and different to self. Picks up on interpersonal and group dynamics.
Organizational Savvy - Is sensitive to how people and organizations function. Anticipates land mines and plans approach accordingly. Deals comfortably with organizational politics. Knows who has power, respect, and influence. Steers through the organizational maze to get things done.
Persuades - Positions views and arguments appropriately to win support. Convinces others to take action. Negotiates skillfully in tough situations. Wins concessions with damaging relationships. Responds effectively to the reactions and positions of others.
Instills Trust – Follows through on commitments. Is seen as direct and truthful. Keeps confidences. Practices what he/she preaches. Shows consistency between words and actions.
Strategic Mindset - Anticipates future trends and implications accurately. Readily poses future scenarios. Articulates credible pictures and visions of possibilities that will create value. Creates competitive and breakthrough strategies that show a clear connection between vision and action.
