at CDW LLC in Vernon Hills, Illinois, United States
Job Description
The primary responsibility for this position is the National support of CDW's IBM software business and associated services to our clients and Account Managers.
Primary Duties & Responsibilities
The Principal - National Software Solution Advisor role focuses on pre-sales solution design. 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 business drivers and defines actions to be performed in the sales cycle timeframe.
The Principal - NSSA is a field-based technical pre-sales role. They are expected to spend the majority of their time engaged with CDW customers, sellers & partners. The Principal SSA develops and maintains strategic relationships with sales & leadership of the teams they support and is seen as a trusted advisor to grow business. The Principal SSA is expected to be subject matter expert in multiple IBM families of solutions. The incumbent in this role operates independently using standard approaches, existing tools, templates, and resources; shares knowledge and information that may benefit the team.
Main areas of responsibility will be advanced level of experience and understanding of:
Modern Data Platforms
Data Governance
Application Modernization
Intelligent Automation Solutions
Data science tools and solutions
Security & Management
AIOs & Observability
Storage and Data Protection
IT Sustainability
The Principal - NSSA will have deep knowledge of the various solutions within the IBM Software Brands and will focus software pre-sales and design of technologies such as Cloud Pak for Business Automation, Cloud Pak for Integration, Cloud Pak for Watson AIOps, Cloud Pak for Network Automation, Instana, Turbonomic, Cognos, Informix, DB2, IBM Cloud Pak for Security - Guardium, Qradar, Storage for Data Resilience, Maximo, Sterling.
The Principal -National Software Solution Advisor role focuses on pre-sales solution design for CDW's current and emerging portfolio of modern technologies. This role will have a specific focus on assisting our customers and sellers in qualifying and identifying opportunities with the IBM Software Brand stack including initiatives around Automation, Data & AI, Security, Storage and Sustainability software as well as related tools and both internal and external consulting and service delivery partners. This role is seen as a trusted advisor to grow business. As a Principal Software Solution Advisor, you will understand our client's IT environment and high-level infrastructure. You will own the process of developing scopes of work and contribute to the sale of adjacent service opportunities.
Key Areas of Responsibility
Technology Leadership
Educates Account Managers by conducting short training classes on technology products - Explains features, benefits, and technical specifications of products and solutions
Explains conceptually how technologies are installed and implemented for customers
Designs solutions for primary technology products and services
Contributes to the team's knowledge base and readily shares knowledge with other Solution Architects and Account Managers
Attends mandatory trainings
Attain advanced or delivery level certifications
Is a passionate learner who demonstrates continuous learning by proactively expanding technical depth in products, solutions, and services.
Helps design technical solutions using multiple approaches, considering the customer's environment limitations and opportunities; analyzes, interprets, and presents assessment results.
Determines and defines services that complement and/or round out proposed hardware and software engagements, estimates required engineer effort.
Conducts technology/solutions training for CDW audiences (e.g., sales, Solution Architects), using developed material.
Assists customers in understanding their software maintenance contracts, upgrade needs, and renewals; analyzes the most cost-effective approach for the customer (e.g., renew the contract or purchase new equipment and contract.)
Articulates to customers the Practice's 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.
Leads business-focused technology solution presentations at CDW, Customer, and Partner events and meetings.
Collaborates with Partners, other Solution Advisors or Architects and Account Executives 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... For full info follow application link.
CDW is an affirmative action/equal opportunity employer committed to a diverse and inclusive workplace.
