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Senior Field Solutions Architect - Microsoft Data - Digitial Velocity

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CDW

1mo ago

  • Job
    Full-time
    Mid Level

AI generated summary

  • You need a Bachelor's degree, 4+ years in technical pre-sales, project management skills, Microsoft proficiency, strong communication, adaptability, problem-solving abilities, and a passion for learning.
  • You will lead technical solutions design, conduct sales presentations, foster customer relationships, manage partner collaborations, and develop strategic plans to drive sales and profitability.

Requirements

  • Education and/or Skill-Set Qualifications
  • Bachelor’s Degree or equivalent experience
  • Four years minimum technical pre-sales or technical architecting experience
  • Required Qualifications
  • Stay up to date on 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 a job. Ability to understand and follow basic instructions and guidelines. Ability to travel as needed.
  • Preferred Qualifications
  • Obtain and maintain relevant industry standard certifications

Responsibilities

  • 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.
  • Helps design technical solutions using standard approaches, considering the customer’s infrastructure limitations and opportunities; analyzes, interprets, and presents assessment results.
  • Determines and scopes services that complement and/or round out proposed data platform, modernization, governance, analytics, AI/ML estimates and work with professional services team to define required engineering efforts.
  • 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, Inside Solution Architects), using developed material.
  • Contributes to the team’s knowledge base and readily shares knowledge with other FSAs, Inside Solution Architects, 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.
  • 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.
  • Leads business-focused technology solution presentations at CDW, Customer, and Partner events and meetings in your territory.
  • Uses technology assessments and demos as a sales tool for furthering sales opportunities; identifies cross sell-and/or up-sell opportunities for an engagement, equips/assists FSAs and Sales to pursue it.
  • 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 Managers, Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.
  • Develops a detailed and ambitious Territory Plan in collaboration with Partners, AEs, and ISAs and uses it to manage their business.
  • Understands profit margin and how to increase profitability; works cooperatively with field sales to ensure healthy profitability. Leverages and maximizes partner pricing, partner registration programs, incentive programs, and special pricing, to win business and ensure healthy profitability, provides input on pricing to Account Managers, Field Sales, FSAs, and Partners to increase margin and deal size and position CDW for future opportunities; negotiates pricing with Partners.
  • Produces marketing-type documents and materials (e.g., presentation) to customers in territory.
  • Sales Support: Responds to questions about partner registrations, associated registration issues, and customer engagement history.
  • Prioritizes time spent on opportunities based on potential return on investment.
  • Produces Bills of Materials, including product maintenance; writes Statements of Work (including work estimates), RFPs, RFIs, and proposal content.
  • Maintains pre-sales pipeline data, develops plans, and takes actions to move opportunities to closure.

FAQs

What is the main focus of the Senior Field Solutions Architect role?

The main focus of the Senior Field Solutions Architect role is pre-sales solution design, specifically assisting customers in qualifying and identifying opportunities related to the modern data solutions stack, including AI/ML, advanced analytics, data science, data engineering, and data architecture.

What qualifications are required for this position?

The required qualifications include a Bachelor's Degree or equivalent experience, a minimum of four years of technical pre-sales or technical architecting experience, and proven project management skills.

What skills will I need to excel in this role?

Key skills needed include strong interpersonal and presentation skills, the ability to communicate effectively, a passion for learning and teaching others, problem-solving abilities, and knowledge of modern data tools and technologies like PowerBI, Tableau, and Snowflake.

How does this role collaborate with sales teams?

The Senior Field Solutions Architect works closely with internal and external sales teams to plan and organize sales strategies, develop customer relationships, and identify new sales opportunities.

Will there be opportunities for training in emerging technologies?

Yes, ongoing training on emerging modern data solutions partner technologies will be required as part of the role.

What are the key areas of responsibility for this position?

Key responsibilities include technology leadership, designing technical solutions, determining and scoping services for data platforms, conducting training, and supporting sales efforts.

Is experience with specific modern data tools necessary?

While familiarity with modern data tools such as PowerBI, Tableau, and Snowflake is beneficial, the role requires a general understanding of various tools and how they can address customer business challenges.

How will success be measured in this role?

Success will be measured by the ability to execute on territory goals and metrics, identify and close sales opportunities, and maintain strong customer relationships while providing valuable insights and technical leadership.

Is travel required for this position?

Yes, the role may require travel as needed to engage with CDW customers and locations in local markets.

What is the company culture like at CDW?

CDW fosters a collaborative and empowering culture, prioritizing positive relationships, teamwork, and diverse perspectives to enhance problem-solving and customer solutions.

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.