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Senior Inside Solution Architect - Collaborationat CDW Careers

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Job ID: 18000731
Updated: Jun 29, 2018
Location: Chicago, IL, United States

The Sr. Inside Solution Architect-Unified Communications supports Account Managers by assisting them in the sale of solutions related to Unified Communications. The Sr. Inside Solution Architect-Unified Communications builds relationships and educates Account Managers on the technologies, resources, and pricing programs available to them.

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

The Sr. Inside Solution Architect-Unified Communications is expected to be subject matter expert in multiple families of Unified Communications solutions.

Key Areas of Responsibility

 

 

Technology Leadership:

  • Educates Account Managers by conducting short training classes on Unified Communications products
    • Explains the features, benefits, and technical specifications of new secondary, emerging and complementary products and solutions
    • Explains conceptually how secondary and emerging/add-on products and solutions are installed and implemented for customers
  • Designs solutions for secondary and emerging/complementary products and solutions
  • Expert level knowledge of multiple Unified Communications categories inclusive of vertical specific needs
  • Readily shares lessons learned and technical knowledge with other Inside Solution Architects and Account Managers regarding primary, secondary, emerging, and complementary products and solutions
  • Answers questions and assists less experienced team members on using the tools of the job
  • Keeps abreast of changes and trends
  • Attain role level certifications

 

Sales Support:

  • Consults with customers and partners to architect solutions
  • 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
  • Recommends and influences the client to include services that complement hardware/software proposals
  • Explains the financial metrics that the solution achieves and use various tools to calculate the ROI for the customer
  • Guides customers in their decision making (compares and contrasts) primary, secondary, emerging, and complementary technologies
  • Leads CDW events on business-focused technology solution presentations for customers and prospects delivered via web-based tools (e.g. WebEx, Lync) and in person
  • Explores additional sales opportunities through new service maintenance contracts and renewals
  • Negotiates pricing with partners and customers
  • Routinely collaborates with Partners and Account Managers to drive mapped opportunities, fine tune strategies and approaches to exceed joint sales goals
  • Develops detailed Territory Plan to manage their business
  • Regularly engages with key customers to build and nurture a trusted advisor relationship. Develops a strategy collaboratively with the customer and account manager

Qualifications

Minimum Qualifications:

  • Associate’s Degree or equivalent work experience
  • 2-year experience as ISA or 3-year minimum equivalent experience

 

 

Other Required Qualifications:

  • Proficient in Microsoft office applications
  • Ability to travel up to 20% of the time
  • 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 leading Unified Communications partners
    • Successfully completed ISA accreditations
Job Category: Solution Architect
Job Type: Full-Time
Travel Percentage: 10%

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