Inside Solution Architect - Dellat CDW Careers

The Inside Solution Architect-Dell focuses on supporting Account Managers by assisting them with the sale of solutions related to Dell. The Inside Solution Architect-Dell builds relationships and educates Account Managers on the technologies, resources, and pricing programs available to them.

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

Key Areas of Responsibility

Technology Leadership

• Educates Account Managers by conducting short training classes on Dell products
  • Explains features, benefits, and technical specifications of Dell products and solutions
  • Explains conceptually how Dell technologies are installed and implemented for customers
• Designs solutions for primary technology products and services
• Contributes to the team’s knowledge base and readily shares knowledge with other Inside Solution Architects and Account Managers regarding Dell
• Attends mandatory partner trainings
• Attain role level certifications

Sales Support

• 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
• Explores additional sales opportunities through new service maintenance contracts and renewals
• Advises Account Managers on pricing
• Coordinates and collaborates with Partners and Account Managers to map accounts to opportunities and achieve sales goals
• Develops and maintains a basic Territory Plan; adjusts quarterly for past performance and future expectations
• Responds to requests from customers and Account Managers to respond to customers’ needs
• Participates in CDW events on business-focused technology solution presentations for customers and prospects delivered via web-based tools (e.g., WebEx, Lync) and in person

Minimum Qualifications

• Associate’s Degree or equivalent work experience
• 2-year minimum sales experience

Other Required Qualifications

• 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
• 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 Dell