Principal Field Solution Architect – NetAppat CDW Careers

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Job ID: 19002128
Updated: Nov 19, 2019
Location: Dallas, TX, United States

The Principal Field Solution Architect- NetApp (FSA) role focuses on consulting, pre-sales solution design and some post- sales solution implementation assistance. This role is responsible for working with internal and external sales teams to plan and organize NetApp sales strategies using a consultative approach. The incumbent analyzes the sales environment including customer expectations, competitive environment as well as the customer's technical environment and builds roadmaps and strategies to be performed in the sales cycle timeframe.

The Principal FSA is a National technical presales role. They are expected to travel 50% of the time meeting with clients across the United States as needed.

The Principal Field Solution Architect- NetApp performs data center assessments, conducts analysis of resulting assessment data, designs solutions and conducts post assessment recommendation workshops for strategic customers.

The Principal FSA- NetApp develops and maintains strategic relationships with Sales Management of the teams they support and seen as a trusted advisor to grow business.

The Principal FSA- NetApp is expected to be subject matter expert inall NetApp technologies and solutions. .

The Principal FSA- NetApp is responsible for driving a variety of initiatives and projects, coaches and/or mentors other FSAs; and strategically works with sales, partners and customers to uncover and increase emerging NetApp business opportunities.

The Principal FSA- NetApp takes a lead role in defining, developing, and supporting NetApp solutions and new technologies; prepares the team to be successful through proactive training, sharing knowledge, and communicating best practices.

Key Areas of Responsibility

Technology Leadership
  • Acquires deep technical depth in their role; Is the "Go To" person for NetApp solutions, both technically and strategically; is on the forefront of NetApp solution(s) and the implications for CDW offerings.
  • Provides consultative support of NetApp related opportunities across all geographies.
  • Be key technical advisor consulting on NetApp technologies
  • Performs a lead role in executing the "Go-to-Market" for new NetApp offerings.
  • Designs NetApp 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.
  • Reviews peer’s designs for quality and accuracy.
  • Determines and defines CDW services that complement and/or round out proposed hardware and software engagements, estimates required engineer and FSA 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; provides leadership to equip CDW to deliver the NetApp solutions at a high level of quality.
  • Communicates and trains the team on changes in NetApp 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 FSAs for advice and recommendations on NetApp technical design issues and product choices.
  • Conducts technical assessment and expertise evaluations during the candidate selection process.
  • Assist managers with new hire FSAs’, proactively provides assistance and guidance to new hires to accelerate productivity.
  • Follows up on NetApp implemented solutions and identifies new NetApp opportunities that complement the work that was completed.
  • Advises team members and sales prior to customer calls and/or sales strategy sessions.
  • Looks beyond the current infrastructure/problem toward a three to five year roadmap.
  • Articulates to customers the ITS Practice (Integrated Technology Solutions Practice) value proposition to customers, account managers, and partners and use it to generate additional revenue opportunities for CDW.
  • Guides (compares and contrast) customers in their decision making within all tiers of NetApp technologies (e.g.,cloud services, HCI, flash storage, software ) as well as with external competing technologies/solutions
  • 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.
  • Collaborates with Inside & Field Solution Architects (ISA), and Account Executives (AE) to drive mapped opportunities; fine tunes strategies and approaches to achieve greater sales results.
  • Shares NetApp best practices and effective territory planning approaches with peers to leverage successful approaches across the team.
  • Shares NetApp best practices and tactics for enhancing profitability and closing deals.
  • Acts as NetApp subject matter expert for marketing activities (e.g., marketing blog, content, references, videos, etc.); produces marketing-type documents and materials (e.g., data sheet, presentation, demo video) to use throughout the Practice
Sales Support
  • Manages competing priorities and sets expectations with sales and other stakeholders through proactive communication, planning, and potential for return on investment.
  • Maintains pre-sales assessment pipeline date, develops plans and takes actions to move opportunities to closure.


Bachelor’s Degree or equivalent experience
  • Seven-year minimum technical pre-sales or technical architecting experience
  • Demonstrated subject matter expertise in specific technology
Other Requirements
  • 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
Preferred Qualifications
  • Obtain and maintain relevant industry standard certifications.
Job Category: Solution Architect
Job Type: Full-Time
Travel Percentage: 50%

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