As a rapidly growing global provider of IT solutions, we've expanded from Seattle to Sydney and beyond with reach in over 80 countries around the world. Today's top brands count on Zones and our world-class partners Microsoft, Apple, Cisco, Dell, Lenovo, and more to transform their enterprises. To support this transformation, Zones offers products and services across four Solution Environments: Workplace Modernization, Network Optimization, Data Center Transformation, and Security Fortification.
The Data Center Principal Solution Architect works in partnership with Zones' Enterprise sales team to help drive the expansion of infrastructure solutions within a region and/or market. With the primary objective being to increase the growth of revenue and margin for hardware, software, and services and other advanced technologies the Solution Architect will focus on bringing deep technology solutions to Zones customers primarily in the area of servers, storage, networking and other advanced technologies.
The Solution Architect is a pre-sales resource who leads the consultative discovery of the client's business goals, objectives, and challenges and translates them into effective infrastructure solutions. The Solution Architects ability to achieve sales and profit goals will transpire through joint account planning, partner teaming (internal & external), on-site client interface/visits, engagement/solution development and implementation support/follow-up. The Solution Architect plays a leadership role by analyzing business requirements, presenting related solutions, and driving the business case and financial justifications.
This is a remote position - we prefer this person to be based in New York or surrounding area. The capability to occasionally meet or work onsite may be requested.
The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
As a Solution Architect, you are primarily responsible for:
Working with Sales Management and Account Executives:
Planning and Reporting with the PSG Regional Director and Sales Management to manage pipeline towards goal achievement
Joint Account Planning to help identify opportunities in accounts
Sales Calls and Presentations to Identify and Close Solutions Opportunities
Solutions Development based on the clients/prospect's requirements
Joint Bid and Proposal Development with Sales
Prepare SOWs and Services Estimates
Equipping and Training the Sales Organization on Solutions and How to Find Opportunities
Pipeline Management and Forecasting of Product and Services Revenue/GM for Defined market
Prospecting and Develop Opportunities Independently as time permits
Working with Manufacturers, OEMs, and Software Publishers (Partners):
Build and Maintain Regional and Local Relationships with Partners Channel and Direct Sales Organizations
Go to Market Planning with Partners to Identify the Best Opportunity Areas and Accounts to Target
Develop and Deliver with marketing and Partners Demand Generation Campaigns and Events
Maintain Certifications as Necessary to Enable Zones to be able to Resell the Products, and Maintain the Highest Level of Vendor Rebates and Lowest Cost
Working with Clients:
Build and Maintain Relationships, Particularly Technical Relationships in Assigned Accounts as Appropriate to Farm Additional Opportunities
Perform Needs Assessments as Appropriate
Perform Short Term Billable Engagements to Keep Skill Set Short, Offset Some Cost of Sales. These are generally Assessment, Proof of Concept, or Architectural type of Engagements
Strong business acumen and understanding of client's IT related business goals and challenges to ensure proper translation of the client's needs into technology solutions
Ensure Customer Satisfaction Levels with Stated Goal of 100%
Working with Team
Support other SAs sales Activities as appropriate utilizing your Subject Matter Expertise
Support other Geographic Areas and Practices as Needed based on Skillset, Demand, and Availability
Keep Pipeline, Forecast, Time and Billing, Project and Activity Reporting Current based with Defined Tools and Meeting Submittal Deadlines.
We are seeking candidates with the following experience and skills:
At least 5 years of experience in an enterprise environment and a minimum of 2 years in a pre-sale's technical role
Excellent written, presentation, and verbal communication skills including demonstrated experience presenting technology recommendations from a business perspective
Understanding of the industry, market, customers, competitors, suppliers, partners and capabilities of the business.
Ability to communicate effectively with clients, colleagues and management.
Professional, business-focused attitude and courteous manner towards clients, partners, and peers
Ability to travel an average of 25% of the time
Technology Focus and Requirements:
Ability to Architect, Design, and Implement LAN/WAN/Security/Wireless Solutions for Enterprise Accounts
Minimum of 5-7 years relevant experience with designing, planning and trouble-shooting complex network infrastructure in a datacenter environment with expertise in Routers, Switches, Firewalls etc. from different networking vendors
Have a high degree of competency in technical areas such as : Networking Protocols/Services like BGP, OSPF, IPSec, GRE, HSRP/VRRP, NAT/PAT, SNMP, MPLS, QoS, STP, RSTP, 802.1Q, Port-Channel, SPAN, RSPAN, VLAN, 10GigE, GigE, 10/100 Ethernet, T1, DS3, SONET
Experience with Cisco Nexus platforms such as 7000s, 5000s, 2000s
Experience with implementing or managing Enterprise Wireless Networks
Experience with designing or implementing Cisco Unified Computing Solutions (UCS) would be an added plus
Understanding or experience with VMware & Enterprise Storage Solutions would be an added plus
CCNP or higher. Certifications from additional IT vendors desired
Zones offers a comprehensive Benefits package
While we're committed to providing top-tier solutions, we're just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, a 401(k) plan with matching provision, paid time off, and much more. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse.
At Zones, work is more than a job it's an exciting career immersed in an inventive, collaborative culture. If you're interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!