The Inside Solution Architect-Server & Storage focuses on supporting Account Managers by assisting them with the sale of solutions related to Server & Storage. The Inside Solution Architect-Server & Storage builds relationships and educates Account Managers on the technologies, resources, and pricing programs available to them.
The Inside Solution Architect-Server & Storage 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 Server & Storage products
- Explains features, benefits, and technical specifications of Server & Storage products and solutions
- Explains conceptually how Server & Storage 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 Server & Storage
- 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
Qualifications
Minimum Qualifications
- Associate’s Degree or equivalent work experience
- 2-year minimum sales 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 Server & Storage partners