Description
Bring your IT career and talents to CDW, where you can have a greater impact, be inspired by our mission and excited about your career and future.A Fortune 200 leader, we’re the driven professionals and technology experts companies turn to most to solve their IT challenges.
At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It’s why we’re coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we’re headed. We’re proud to share our story and Make Amazing Happen at CDW.
Job Summary
The Field Solution Architect – (aka Business Development Architect) is responsible for driving sales growth in VMware sales with Subject Matter Expertise on VMware Enterprise Agreements and lifecycle-based selling. This role focuses on VMware EA ‘go to market’ development; enablement of the CDW sales and architecture teams; and EA opportunity engagement.
The incumbent primarily works with key partner resources and CDW sales teams to develop pipeline and facilitate sales using sales campaigns and partner programs to deliver the best solutions for the customers. Additionally, this role directly engages with customers to evaluate and present on the value of the VMware buying programs and CDW Amplified Services/Customer Experience capabilities by providing guidance and thought leadership to maximize software procurement benefits.
What you will do:
- As the Field Solution Architect, you will develop a sales plan within your market.
- Develop and execute an annual sales training plan.
- Assist with establishing the sales team relationship with Cisco.
- Assist with account planning.
- Participate in pipeline and forecasting reviews.
- Assist with local demand generation campaigns and events.
- Conduct customer visits.
- Coordinate engagement of solution-focused FSAs or Inside Solution Architects (ISAs) on qualified opportunities.
- Sales Support: Develop and execute a Cisco EA sales training plan.
- Coordinate and contribute to development of accurate statements of work and Request for Proposals (RFPs).
- Assist with development and execution of sales campaigns and events.
- Deliver presentations and demos to customers as part of developing the opportunity from qualified to solution.
- Coordinate engagement of solution-focused FSA or ISA as part of developing the opportunity from solution to close.
- Drive services revenue, gross profit and growth metrics.
- Utilize standard reporting, tools and processes to measure and manage the business.
- Accelerate the CDW execution of VMware 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 VMware
- Lead partner buying program related ‘pilots’ and subsequent roll-outs to impacted resources
- Facilitate the collection and sharing of feedback on buying programs and related processes to ensure continuous improvement
- 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
Sales Support
- Advise account teams on strategies and positioning to specific customers based on experience, best practices and particular account situations
- Build and document standard methodologies, deal structures, and key customer insights
- Research and review customer profile information; apply knowledge of the vertical to develop customer intimacy prior to sales calls and/or strategy sessions
- Articulate CDW’s VMware value proposition and provide an audience-centric version of the value proposition to customers, account managers, and partners and use 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 VMware offerings from competitors
- Provide VMware Enterprise Agreement pricing guidance and program assistance
- Present a well-prepared and compelling case to customers for purchase of VMware solutions
- Escalation resource for buying program related transaction issues for CDW resources
What we expect of you:
- Bachelor’s degree in Business, Computer Science, a related technical degree or equivalent or minimum 9 years experience in services sales or consulting or equivalent
- Account Management and Prioritization Excellence: Demonstrated strategic time management and multitasking skills. Effectively accelerates opportunity pipeline with predictable business results that exceed revenue targets.
- Able to handle many projects / customer engagements simultaneously
- Able to identify and focus on priorities while appropriately setting expectations with customers, colleagues and manager
- Communication excellence through written and oral communications using a variety of styles and techniques appropriate to the audience
- Strong customer service and interpersonal skills
- Sales Teamwork: High degree of collaboration with multiple sales personnel, as well as key partner stakeholders. Involve appropriate resources to ensure win and success of projects. Demonstrate judgment in the engagement of those resources
- Demonstrated skills in collaboration with virtual teams, cross-functional groups and with complex problems to solve
- Experience providing project oversight, management, technical leadership or engineer mentoring
- Demonstrated intellectual property development. For example, whitepapers, template deliverables, solutions, case studies, etc.
- Ability and willingness to travel up to 25% or as needed to other CDW locations, meetings and client sites
- 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 as needed.
About us:
We make technology work so people can do great things. CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive.
CDW is an equal opportunity employer committed to a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, color, sex, religion, national origin, genetic information, gender, sexual orientation, gender identity, citizenship status, protected veteran status or any other characteristic protected by law.
Who we are:
CDW is a leading technology solutions provider to business, government, education and healthcare organizations across the globe.Our fingerprints can be found on technology inworkplacesof more than 250,000companies;from fresh-faced start-ups to international conglomerates. With the breadth of products and services we offer, there is no request too big or too small.
What you can expect from us: Culture, coworkers, careers.
CDW is not only the People Who Get IT but the People who get People. Our relationships are fueled by our deep expertise and grounded in the CDW Way. Our empowering leadership makes things happen and inspires their teams to do the same. From the teammates beside us to the leaders who guide us, we move forward together. At CDW, you’ll work with people who inspire you. People with positive, success-driven attitudes who you will learn from and forge strong relationships with. Bring your best true self—and your best ideas—to CDW. Because diverse perspectives bring forth better problem solving—and better solutions for our customers on a rapidly evolving technology landscape.
Equal Opportunity Employer, including disability and protected veteran status
Benefits overview: https://cdw.benefit-info.com/
