Field Solution Architect - Software Asset Managementat CDW Careers

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Job ID: 21000480
Updated: Mar 24, 2021
Location: Remote, Remote, United States

The Field Solution Architect (FSA) –Software Asset Management  role focuses on driving sales growth for theSAM category, as well as, enablement of the CDW sales and architecture communities. Through primarily working with key partner resources and CDW sales teams (including Account Managers/Executives and other Pre-sales resources), to develop pipeline and facilitate sales using partner programs, as well as, incentives to deliver the best solution for the customer while maintaining profitability when crafting solutions. Additionally, directly engage with customers to present on the value of theSAM buying programs and CDW Customer Experience and Services providing guidance and thought leadership to maximize software procurement benefits.

Key Areas of Responsibility
Business Development
  • Accelerate the CDW execution of SAM growth related activities by creating and executing sales enablement programs
  • Partner with key CDW resources to develop best-in-industry GTM strategies and processes in the selling and transacting of SAM
  • Lead partner buying program related ‘pilots’ and subsequent roll-outs to impacted resources
  • Facilitates the collection and sharing of feedback on buying programs and related processes to ensure continuous improvement
  • Develop and manage a territory sales strategy (geography and/or market segment) to meet or exceed bookings targets
  • Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
  • Collaboratively work with Account Managers, Account Executives, and Solution Architects to identify and facilitate opportunities
  • Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the general Account Manager audience
  • Partner with channel and vendor resources on program changes, as well as, remaining current on programs and incentives
  • Present logical and well-organized arguments, data, and concrete business examples
  • Contributes to the team’s knowledge base and readily shares knowledge with other CDW resources
Sales Support
  • Researches and reviews customer profile information; applies knowledge of the vertical to develop customer intimacy prior to sales calls and/or strategy sessions
  • Articulates to customers CDW’s CX 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
  • Develop and utilize financial tools showcasing to customers the return on investment and/or total costs of ownership
  • Clearly explain relevant facts, effectively distinguish SAM offerings from competitors, offer SAM product pricing and program assistance, as well as, present a well-prepared compelling case to the customer for purchase of SAM solutions
  • Expertise in partner buying program operations and related sales applications
  • Escalation resource for buying program related transaction issues for CDW resources
  • Drive sales and profitability for a specific product line
  • Attain quarterly and annual sales quota
  • Conduct high level conversations and training presentations 
  • Consistently build and deliver on account and opportunity pipeline
  • Follow-up on and qualify leads
  • Generate new business opportunities to grow pipeline
  • Identify key decision makers and manage the sales process
  • Negotiate pricing and incentive programs and facilitate business
  • Proactively call into established targeted accounts
  • Increase rapid acceptance of SAM throughout the sale community through:
  • Developing a thorough understanding of the solution portfolio
  • Defining and articulating a strategy and solution by customer or vertical
  • Partnering with other teams to align horizontal solutions with key accounts
  • Assume a leadership role developing and executing customer facing demand generation activities including webinars and other events

Minimum Qualifications

  • Bachelor’s degree in business, computer science, a related technical degree or equivalent.
  • Minimum five years’ experience in services sales or consulting or equivalent.
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 
  • Knowledge of CDW business model
  • Knowledge of CDW ordering process
  • Knowledge of SAM ordering process
  • Knowledge of strategic use of Leasing for large purchases
  • Ability to travel up to 25%
Job Category: Solution Architect
Job Type: Full-Time
Travel Percentage: 25%

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