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Principal Field Solution Architect – InfoSec Solutionsat CDW Careers

Job ID: 
22001784
Focus Area: 
Solution Architecture
Date Posted 
Apr 20, 2022
Location: 
Boston, Massachusetts
Employment Type: 
Full-Time

The Principal Information Security Field Solution Architect (FSA) is a pre-sales role focused on developing appropriate assessment and supporting service solutions for CDW customers – to include technical security assessments, security framework reviews, privacy and security compliance consulting, CISO services, or incident response services. This role is responsible for working with internal and external sales teams to plan and organize sales strategies. The incumbent analyzes the sales environment including customer expectations, competitive environment as well as the customer's technical environment and define actions to be performed in the sales cycle timeframe. The Principal FSA is a field-based technical presales role. The Principal FSA 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 is expected to be subject matter expert in multiple families of solutions. The Principal FSA 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 business opportunities. The Principal FSA takes a lead role in defining, developing, and supporting 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 the solution, both technically and strategically; is on the forefront of their solution(s) and the implications for CDW offerings.
  • Performs a lead role in executing the "Go-to-Market" for new offerings.
  • Designs 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 services that complement and/or round out proposed service engagements, estimates required engineer 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; develops standardized templates of deliverables, including the SOW framework, tools, demo lab and scripts, and services calculation (Calc); provides leadership to equip CDW to deliver the solution at a high level of quality.
  • Communicates and trains the team on changes in technologies, procedures, and emerging trends.
  • 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 information security service offerings.
  • Conducts technical assessment and expertise evaluations during the candidate selection process.
  • Assist managers with new hire FSAs’, leads shadow assignments; proactively provides assistance and guidance to new hires to accelerate productivity.
  • Follows up on implemented services and shares new opportunities that complement the work that was completed.
  • Advises team members and sales prior to customer calls and/or sales strategy sessions.
  • Assists customer in understanding the variables, approaches, and benefits to various service engagements to address the underlying security effort and present the most cost-effective approach for the customer (e.g. penetration test or assessment involving NIST CSF review with technical testing)
  • Looks beyond the current infrastructure/problem toward a three to five year roadmap.
  • Articulates to customers the ITS Practice (Integrated Technology Solutions) value proposition to customers, account managers, and partners and uses it to generate additional revenue opportunities to CDW.
  • Guides (compares and contrast) customers in their decision making within all tiers of CDW information security services (e.g., comprehensive security assessment vs. timebox approach).
  • Initiates new event ideas; collaborates with Partners and Sales to design events that can be replicated by other FSAs; secures funding to support CDW customer events.
  • 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.
  • Develops assessments improvements and demos for FSAs to use as sales tools, identifies new ideas for cross-sell opportunities, teaches FSAs in Sales on how to use these tools.
  • Collaborates with Partners, Inside Solution Architects (ISA), and Account Executives (AE) 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, Sales Manager, Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.

Education and/or Experience Qualifications    

  • Bachelor’s Degree or equivalent experience
  • Five-year minimum technical pre-sales or technical architecting experience
  • Demonstrated subject matter expertise in information security principles.
  • Advanced level security certifications or equivalent (i.e. CISSP, OSCP, CEH)

Required Qualifications    

  • Familiarity with Information Security principles and methodologies including, but not limited to vulnerability scanning, penetration testing, social engineering, current and emerging frameworks and regulations such as CCPA, NIST Cybersecurity Framework, NIST 800-171, CMMC, ISO 27001/2, PCI-DSS, GDPR, HIPAA
  • 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
  • Ability to understand, remember, and apply oral and/or written instructions or other information. Ability to organize thoughts and ideas into understandable terminology. Ability to multi-task, organize and prioritize. Ability to apply common sense in performing job. Ability to understand and follow basic instructions and guidelines. 
  • Ability to travel up to 25% or as needed to other CDW locations, events, meetings, and client sites

Preferred Qualifications    

  • Obtain and maintain relevant industry standard certifications.

 

COVID-19 Update:
CDW is committed to maintaining a workplace that is free of known hazards and to ensuring the safety, health, and well-being of coworkers and candidates for employment and their families, as well as the community.

CDW requires all coworkers be fully vaccinated against COVID-19, with the only exceptions being a documented, legally required medical or religious accommodation.  Prior to starting with CDW, successful candidates will be required to: (i) be fully vaccinated against COVID-19 and provide CDW with proof of full vaccination; or (ii) apply for and receive a medical or religious-based accommodation to be exempt from the mandatory vaccination policy.

 
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