Field CTO - Digital Velocityat CDW Careers

The Field CTO (F-CTO) is a critical role within Digital Velocity that serves to position the practice across each of the CDW segments (primarily Majors and Verticals).  As the “CTO of their Segment”, they are accountable for representing the entire Digital Velocity portfolio, working in tight collaboration with peers from Digital Infrastructure (Hybrid Infrastructure - HI, Digital Consulting for Transformation - DCT) to ensure the best outcome for clients on their digital transformation journey.  The F-CTO also aligns with senior Sales Segment leaders, enabling them and the respective sales teams to drive Digital Velocity success.  Primary focus areas include but are not limited to Cloud Native solutions, DevOps/SRE patterns and practices, Infrastructure as Code (IaC), Continuous Integration and Continuous Delivery (CI/CD) and software development/application modernization.

The Field CTO is the Digital Velocity Expert Generalist. F-CTO’s understand how technologies stitch together across the entire CDW ITS portfolio, and what the DV value proposition is. A  Field CTO does not need to be an expert in each area, but does need to have fundamental understanding of how technology is architected in the customer’s heterogeneous environment. The Field CTO helps customers achieve their desired outcomes through a set of key role priorities:

• Develop segment strategies with CDW Sales Segment VP’s and other leaders that includes how to best engage with their segment leaders, key sellers and most strategic accounts, developing a regular cadence to both share DV offerings and perspectives as well as to be informed on evolving segment needs.
• Operate as the CTO of their assigned segment, acting as the primary technical visionary for the entire DV portfolio, maintaining technical acumen on components of the portfolio as it evolves with the industry and customer needs. 
• Act in the binding role within pre-sales engagements for strategic, cross functional, full stack solutions in strategically important clients, developing a solution approach and engaging Solution Architects and senior client leadership to ensure alignment and support.
• Partner with the Digital Infrastructure team (primarily HI and DCT) to evolve the common portfolio, collaborate on pipeline and cloud opportunities, and maintain a culture of trust and openness in identifying, progressing, closing, and delivering on Cloud advisory services engagements.

Key Areas of Responsibility:

• Act as the technical advisor and strategist for the Sales Segment Leadership.
• Drive DV consulting growth in key markets through a combination of thought leadership and positioning DV solutions.
• Guide new DV services offerings by leveraging industry analysis.
• Work with corresponding Business Development Managers, build and progress an opportunity pipeline for CDW's DV. Focus on driving and closing DV category and services revenue to achieve the overall DV revenue and gross profit targets.
• Deliver advisory services in collaboration with DCT.  Build customer high level designs and roadmaps for technology adoption.  Demonstrate the ability to scope engagements to a high degree of accuracy with appropriate assistance and review from CDW and partner pre-sales and post-sales resources.
• Perform in an oversight role for large, complex customer engagements where appropriate.
• Demonstrate good teamwork with coworkers and follow the specific directives of the CDW management team.
• Maintain knowledge (industry expert) about products, applications, technical service, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical services.  The F-CTO must be as informed or better than the customer, and able to quickly understand customer requirements and move a customer to the opportunity stage.

Additional Responsibilities:

• Conduct presentations online and in-person to existing and prospective clients, demonstrating an ability to “own the message, own the whiteboard, own the room”
• Conduct client interviews to collect detailed information and to assist in the calculation of TCO and ROI and success criteria/metrics for collaboration opportunities. Present findings to customers
• Help to create client-facing business development activities, solution adoption roadmaps, case studies, perform demand generation and support follow-ups.  The F-CTO will own the activities and follow-ups for strategic, critical opportunities.
• Participate in client seminars, conferences and workshops as necessary
• Create comprehensive and holistic solutions utilizing CDW and partner resources to deliver unified solution proposals
• Perform billable work at clients (Consulting Engagements) where appropriate to meet the revenue contribution target
• Mentor engineers/SAs to mature their operational knowledge and disciplines to support DV business lines of service
• Meet training and certification requirements for selected vendors and technologies (GCP, Azure, AWS, Hashicorp,,Ansible, GCP, etc)
• Travel estimate: 30%

Education and Skill Set Qualifications

• Bachelor's Degree in Computer Science, Management Information Systems, Business Administration or fifteen years or more of IT sales or solution architecture experience
• 5 years of industry experience and 5+ years of experience in a role similar to CTO, CIO, VP/Dir of Engineering, VP/Dir of Operations, VP/Dir of Product Development will be considered in lieu of degree.

Required Qualifications

• Demonstrated ability to conduct conversations with C-Level individuals as well as lines of business executives where selling solutions are the focus
• Have worked in a client environment, ideally in a leadership capacity.
• Strong interpersonal and presentation skills including consulting skills
• Strong oral and written communication skills