Sr. Inside Solution Architect - Converged Infrastructure

The Sr. Inside Solution Architect- Server & Storage supports Account Managers by assisting them in the sale of solutions related to Server & Storage. The Sr. Inside Solution Architect-Server & Storage builds relationships and educates Account Managers on the technologies, resources, and pricing programs available to them.

The Sr. Inside Solution Architect-Server & Storage develops and maintains strategic relationships with Sales Management of the teams they support and seen as a trusted advisor to grow business.

The Sr. Inside Solution Architect-Server & Storage is expected to be subject matter expert in multiple families of Server & Storage solutions.

Key Areas of Responsibility

Technology Leadership

• Educates Account Managers by conducting short training classes on Server & Storage products
  • Explains the features, benefits, and technical specifications of new secondary, emerging and complementary products and solutions
  • Explains conceptually how secondary and emerging/add-on products and solutions are installed and implemented for customers
• Designs solutions for secondary and emerging/complementary products and solutions
• Expert level knowledge of multiple Server & Storage categories inclusive of vertical specific needs
• Readily shares lessons learned and technical knowledge with other Inside Solution Architects and Account Managers regarding primary, secondary, emerging, and complementary products and solutions
• Answers questions and assists less experienced team members on using the tools of the job
• Keeps abreast of changes and trends
• Attain role level certifications

Sales Support

• Consults with customers and partners to architect solutions
• Follows up and responds to questions regarding registrations and closed deals, and escalation needs
• Monitors and renews service maintenance contracts
• Tracks sales leads, manages sales pipeline from lead to closure for sales over segment threshold
• Registers and manages customer proposals in partner registration systems
• Produces quotes and BOMs
• Creates quotes for high priority RFPs and/or assists with RFP content
• Produces sales forecast reports
• Reviews quotes and orders for accuracy

Sales

• Discusses solutions at a conceptual level with customers and potential customers
  • Explains the solutions features and benefits
• Recommends and influences the client to include services that complement hardware/software proposals
• Explains the financial metrics that the solution achieves and use various tools to calculate the ROI for the customer
• Guides customers in their decision making (compares and contrasts) primary, secondary, emerging, and complementary technologies
• Leads CDW events on business-focused technology solution presentations for customers and prospects delivered via web-based tools (e.g. WebEx, Lync) and in person
• Explores additional sales opportunities through new service maintenance contracts and renewals
• Negotiates pricing with partners and customers
• Routinely collaborates with Partners and Account Managers to drive mapped opportunities, fine tune strategies and approaches to exceed joint sales goals
• Develops detailed Territory Plan to manage their business
• Regularly engages with key customers to build and nurture a trusted advisor relationship. Develops a strategy collaboratively with the customer and account manager

Minimum Qualifications

• Associate's Degree or equivalent work experience
• 2-yr experience as ISA or 3-year minimum equivalent experience

For internal applicants only:

• Satisfactory internal customer scores
• Satisfactory profit goal attainment
• Satisfactory certifications accomplishment

Other Required Qualifications

• Proficient in Microsoft office applications
• Ability to travel up to 20% of the time
• 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
• Proven group presentations skills
• 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

Preferred Qualifications

• Bachelor's Degree
• Proven success and experience selling technologies solutions and services to small business, enterprise or global customers
• Technical Accreditations and/or Certifications:
  • Active accreditation from leading Server & Storage partners
  • Successfully completed ISA accreditations