Is a passionate learner who demonstrates continuous learning by proactively expanding technical depth in products, solutions, and services. If pertinent, achieves certifications in advanced technologies for CDW's Partner Certification Requirements as it relates to DevOps and connected solutions.
Operates with the perspective and insight that business needs, not just technology, establish the limits on what can be achieved.
Designs technical solutions using standard approaches, considering the customer’s infrastructure limitations and opportunities; analyzes, interprets, and presents assessment results.
Determines and defines services that complement and/or round out infrastructure and software engagements.
Uses team tools, templates, resources, and processes for maximum efficiency, productivity, consistency, and high quality execution.
Provides feedback to technology leaders where opportunities exist to improve offerings, design, and delivery execution.
Conducts technology/solutions training for CDW audiences (e.g., Sales, ISAs), using developed material.
Contributes to the team’s knowledge base and readily shares knowledge with other FSAs, ISAs, and Sales.
Creates new deliverable content and collateral for CDW and customer use.
Assists new team members by answering questions and sharing expertise on the tools of the job.
Assists new hires by answering questions and sharing information.
Follows up on implemented solutions and identifies new opportunities that complement the work that was completed.
Researches and reviews customer profile information; applies knowledge of the vertical to develop customer intimacy prior to sales calls and/or strategy sessions.
Assists customer in understanding their equipment maintenance contracts, upgrade needs, and renewals; analyses the most cost-effective approach for the customer (e.g., renew the contract or purchase new equipment and contract.)
Uses various tools to calculate the Total Cost of Ownership and/or Return on Investment and explains to customers and Sales the business value of a solution and its benefits.
Articulates to customers the Practice’s value proposition; articulates audience-centric version of the value proposition to customers, account managers, and partners and uses it to generate additional revenue opportunities for CDW.
Guides (compares and contrasts) customers in their decision making within CDW Partners Technologies/Solutions (Red Hat, Puppet, Chef, Twistlock, Etc); influences, guides and partners with customers to develop their IT strategy.
Plans and executes events in territory by replicating plans from other successful events; secures funding to support CDW customer events; drives attendance to sponsored events.
Leads business-focused technology solution presentations at CDW, Customer, and Partner events and meetings in your territory.
Uses technology assessments and demos as a sales tool for furthering sales opportunities; identifies cross sell-and/or up-sell opportunities for an engagement, equips/assists FSAs and Sales to pursue it.
Collaborates with Partners, ISAs, and AEs to drive mapped opportunities; fine tunes strategies and approaches to achieve greater sales results.
Operates in a regular cadence with multiple partners to educate, plan, and execute on joint strategies in collaboration with multiple stakeholders (ISA, AE, SM, Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.
Develops a detailed and ambitious Territory Plan in collaboration with Partners, AEs, and ISAs and uses it to manage their business.
Understands profit margin and how to increase profitability; works cooperatively with field sales to ensure healthy profitability. Leverages and maximizes partner pricing, partner registration programs, incentive programs, and special pricing, to win business and ensure healthy profitability, provides input on pricing to Account Managers, Field Sales, FSAs, and Partners to increase margin and deal size and position CDW for future opportunities; negotiates pricing with Partners.
Produces marketing-type documents and materials (e.g., presentation) to customer in territory.