The Principal Inside Solution Architect-Data Center Solutions supports Account Managers by assisting them in the sale of solutions related to all Data Center Solutions. The Principal ISA builds relationships and educates Account Managers on the technologies, resources, and pricing programs available to them.
The Principal ISA-Data Center Solutions develops and maintains strategic relationships with Sales Management of the teams they support and seen as a trusted advisor to grow business.
The Principal ISA-Data Center Solutions is responsible for driving a variety of initiatives and projects, providing thought leadership to the practice and customers, coaches and/or mentors others ISAs; and strategically works with sales, partners and customers to uncover and increase emerging business opportunities.
Key Areas of Responsibility
Identifies team and account manager training needs on Data Center Solutions.
Collaborates with Partners to define, develop, and deliver training material.
Explains the features, benefits, and technical specifications of new internal and external competing products and solutions
Explains conceptually the solution offerings and the products and services that will optimize a customer's environment
Acts as a resource to ISAs for advice and recommendations on technical design issues and product choices.
Compares and contrasts secondary, emerging, and complementary products and solutions and keeps abreast of changes and trends.
Expert level knowledge of multiple Data Center Solutions categories inclusive of vertical specific needs
Drive thought leadership activities including white papers, webinars, and seminars. Serve as subject matter expert for marketing activities.
Readily shares knowledge with other ISAs and Account Managers regarding internal and external competing products and solutions.
Coaches and provides feedback to team members to improve their technical, consulting, and sales skills; mentors less senior ISAs on Territory Planning or specific customer challenges.
On boards new hires and serves as a subject matter expert in a domain area in alignment with the Partners, Field Solution Architects, and System Engineers.
Attain role level certifications
Writes proposals for large opportunities
Respond to technical questions in RFPs or contributes to content for value-add
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
Discusses at a conceptual level products and solutions across practices regarding Data Center Solutions with customers and potential customers
Articulates versions of the value proposition to customers, account managers, and partners and uses it to find additional revenue opportunities for CDW.
Guides customers in their decision making (compares and contrasts) internal and external competing products and solutions.
Secures funding, initiates ideas, and collaborates with partners and Account Managers to design and execute customer events. Leads business-focused technology solution presentations in industry events for customers and prospects delivered via web-based tools (e.g. WebEx, Lync) and in person.
Negotiates pricing with Account Manager, Partner, and Customer to increase margin and deal size, yet position CDW for future opportunities.
Operates in a regular cadence with multiple partners to educate, plan, and execute on joint strategies in collaboration with multiple stakeholders (AM, AE, SM, and ATAE).
Proactively seeks to understand partner alignment in geography and lead mapping exercises; coordinates on-site partner visits.
Executes strategies outlined in all aspects of their Territory Plan; helps peers develop similar strategies.
Mentors team members on cross-sell or up-sell opportunities.
Influences and persuades customer strategy; Gains the trust and confidence of customers in new, large enterprise environments.
Associate's Degree or equivalent work experience
3-yr experience as ISA or 5-yr min equivalent experience
For internal applicants only:
Satisfactory internal customer scores
Satisfactory profit goal attainment
Satisfactory certification accomplishment
Other Required Qualifications
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
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 Data Center Solutions partners
Successfully completed Sr. ISA accreditations
Job Category: Solution Architect
Job Type: Full-Time
Travel Percentage: 25%