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HPE Principal Technologistat CDW Careers

Job ID: 
Focus Area: 
Solution Architecture
Date Posted 
Feb 03, 2023
Remote, Remote
Employment Type: 

This job posting is no longer active

The HPE Principal Technologist is one of the top technical resources for some of CDW’s largest customer accounts.  This individual supports the partnership with Hewlett Packard Enterprise by building impeccable relationships with both CDW/HPE account teams and customers; understanding customers’ organizational challenges, opportunities, and strategic goals; creating demand for innovative next-gen solutions that solve customer needs; designing the proposed solution; and closing competitive sales. The Principal Technologist is expected to be the subject matter expert for multiple families of solutions but especially in “next gen” initiatives such as containers, intelligent edge, artificial intelligence, storage, composability, and metered consumption models. The Principal Technologist is a field-based resource with the expectation to travel to customers, industry events, trainings, and internal meetings when necessary.  They are also expected to tailor their presentations and approach to vastly unique and diverse audiences from the System Admin to the CIO.  The Principal Technologist takes a lead role in defining, developing, and supporting solutions and new technologies while preparing the team to be successful through proactive training, sharing knowledge, and communicating best practices. A highly proactive personality and passionate desire to learn about the latest industry trends/technology are essential for success in this role.  Deep competitive knowledge and experience working OEM solutions within verticals is a plus (i.e. Finance, Healthcare, Higher Ed, etc.).  
Key Areas of Responsibility    

  • 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.
  • 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 customers and CDW coworkers alike 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 technical onboarding, leads shadow assignments; proactively provides assistance and guidance to new hires to accelerate productivity.
  • 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.
  • Initiates new event ideas; collaborates with Partners and Sales to design events that can be replicated by other others; 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 to use as sales tools, identifies new ideas for cross-sell opportunities, teaches  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.
  • Proactively supports a territory sales strategy (geography and/or market segment) to establish technical credibility and solution awareness within CDW, HPE, and customers.
  • Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools.
  • Provide Why CDW to HPE Executives, Managers, Sales and Presales.
  • Delivers compelling and convincing presentations addressing specific requirements and expectations.
  • Effectively links the technical features and functions of your proposed solution with tangible business benefits that solve customer challenges, create new opportunity, and accomplish strategic goals.
  • Demonstrates expert technical skills in assigned area of HPE specialization. Identify key decision makers and drive in closing the first sale.
  • Demonstrates expert consultative selling techniques, including active listening, framing, white boarding, storytelling, etc. and can effectively tailor their approach to the audience.
  • Has successfully completed knowledge-based as well as one or more experienced-based industry certifications.
  • Strong project management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
  • Excellent business and financial acumen, with an understanding of financial return and achievement of business goals.
  • Experience participating in solution configurations and the creation of PoCs to meet customer requirements.

Education and/or Experience Qualifications    

  • Bachelor’s Degree or equivalent experience
  • 5+ years of experience in technology industry with focus on technical consulting and solution selling
  • Demonstrated subject matter expertise with HPE technology

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 job. Ability to understand and follow basic instructions and guidelines. Ability to travel as needed.

Preferred Qualifications    

  • Obtain and maintain relevant industry standard certifications.

COVID-19 Update:
CDW is committed to maintaining a workplace that is free of known hazards and to ensuring the safety, health, and well-being of coworkers and candidates for employment and their families, as well as the community.

CDW requires all coworkers be fully vaccinated against COVID-19, with the only exceptions being a documented, legally required medical or religious accommodation.  Prior to starting with CDW, successful candidates will be required to: (i) be fully vaccinated against COVID-19 and provide CDW with proof of full vaccination; or (ii) apply for and receive a medical or religious-based accommodation to be exempt from the mandatory vaccination policy.

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