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Principal Field Solution Architect - Microsoft Solutions

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CDW

1mo ago

  • Job
    Full-time
    Senior (5-8 years)

AI generated summary

  • You need strong expertise in Microsoft solutions, excellent problem-solving skills, and experience in field architecture. Familiarity with cloud technologies and customer engagement is essential.
  • You will design and implement Microsoft solutions, engage with clients to understand their needs, provide technical expertise, lead projects, and collaborate with teams to ensure successful deployments.

Requirements

  • - Bachelor’s Degree or equivalent experience
  • - Seven-year minimum technical pre-sales or technical architecting experience
  • - Demonstrated subject matter expertise in Microsoft technology
  • - Stay up to date on Microsoft's 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

Responsibilities

  • 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 Microsoft solutions offerings.
  • Performs a lead role in executing the "Go-to-Market" for new Microsoft solution 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.
  • Conducts technical assessment and expertise evaluations during the candidate selection process.
  • 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 ITS Practice (Integrated Technology Solutions) 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 as well as with external competing technologies/solutions.
  • 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, 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 Manager, Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.

FAQs

What is the primary focus of the Principal Field Solution Architect - Microsoft Solutions role at CDW?

The primary focus of this role is pre-sales solution design, working with internal and external sales teams to plan and organize sales strategies, analyze customer expectations and competitive environments, and define actions to be performed throughout the sales cycle.

What are the key responsibilities of a Principal Field Solution Architect?

Key responsibilities include technology leadership, executing go-to-market strategies for new Microsoft solution offerings, designing technical solutions, reviewing peer designs, determining services required for engagements, communicating technology changes, conducting training, mentoring team members, and following up on implemented solutions to identify new opportunities.

What qualifications are required for this position?

A Bachelor’s degree or equivalent experience, a minimum of seven years of technical pre-sales or technical architecting experience, and demonstrated subject matter expertise in Microsoft technology are required for this position.

What skills are essential for success in this role?

Essential skills include strong interpersonal and presentation skills, project management abilities, proficiency in Microsoft Office applications, knowledge of engaging with sales teams, adaptability to business needs, creative thinking, strong problem-solving skills, and effective communication skills.

How does the Principal Field Solution Architect contribute to CDW’s sales success?

By acting as a trusted advisor, developing strategic relationships with sales management, providing technical guidance, coaching team members, and helping to identify and drive new business opportunities, the Principal FSA significantly contributes to CDW’s overall sales success.

Is travel required for the Principal Field Solution Architect - Microsoft Solutions role?

Yes, the role requires the ability to travel as needed, as the Principal FSA is expected to spend the majority of their time onsite at CDW customer locations in their local markets.

What is expected of the Principal Field Solution Architect in terms of training and mentorship?

The Principal FSA is expected to communicate changes in technologies and procedures, develop training materials for team members, coach and mentor others to enhance their technical and consulting skills, and accelerate the productivity of new hires through guidance and shadow assignments.

How does CDW promote a collaborative and knowledge-sharing culture?

CDW promotes collaboration and knowledge sharing by organizing knowledge bases, contributing regularly, encouraging team member contributions, and fostering a culture where team members can share insights and best practices.

What kind of technologies will the Principal Field Solution Architect be involved with?

The role involves deep expertise in Microsoft technologies and also requires understanding and comparing external competing technologies and solutions to help guide customers in their decision-making processes.

What does the company culture at CDW focus on?

CDW's culture emphasizes relationships, empowering leadership, diverse perspectives, collaboration, and continuous learning among employees to provide the best solutions for customers in a rapidly evolving technology landscape.

CDW

Consulting
Industry
10,001+
Employees
1984
Founded Year

Mission & Purpose

At CDW, our experts partner with you to build IT solutions that don’t just solve problems – they create opportunities. We offer a full-stack, full-lifecycle approach to technology, leveraging our extensive solutions, services and brand relationships to meet your organization’s unique needs. Backed by decades of experience, our experts have the deep industry and technical knowledge it takes to help you achieve your goals and drive innovation. A Fortune 500 company and member of the S&P 500 Index, CDW was founded in 1984 and employs over 15,000 coworkers. For the trailing twelve months ended June 30, 2023, CDW generated net sales of approximately $22 billion.