at CDW LLC in Vernon Hills, Illinois, United States
Job Description
The Sr. Inside Solution Architect- Power & Cooling supports Account Managers by assisting them in the sale of solutions related to Power & Cooling. The Sr. Inside Solution Architect-Power & Cooling builds relationships and educates Account Managers on the technologies, resources, and pricing programs available to them. The Sr. Inside Solution Architect-Power & Cooling develops and maintains strategic relationships with Sales Management of the teams they support and seen as a trusted advisor to grow business. The Sr. Inside Solution Architect-Power & Cooling is expected to be subject matter expert in multiple families of Power & Cooling solutions.
Key Areas of Responsibility
Technology Leadership:
Educates Account Managers by conducting short training classes on Power & Cooling products.
Explains the features, benefits, and technical specifications of new secondary, emerging and complementary products and solutions.
Explains conceptually how secondary and emerging/add-on products and solutions are installed and implemented for customers
Designs solutions for secondary and emerging/complementary products and solutions.
Expert level knowledge of multiple Power & Cooling categories inclusive of vertical specific needs.
Readily shares lessons learned and technical knowledge with other Inside Solution Architects and Account Managers regarding primary, secondary, emerging, and complementary products and solutions. - Answers questions and assists less experienced team members on using the tools of the job.
Keeps abreast of changes and trends.
Attain role level certifications
Sales Support
Consults with customers and partners to architect solutions.
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.
Sales:
Discusses solutions at a conceptual level with customers and potential customers.
Explains the solutions features and benefits.
Recommends and influences the client to include services that complement hardware/software proposals.
Explains the financial metrics that the solution achieves and use various tools to calculate the ROI for the customer.
Guides customers in their decision making (compares and contrasts) primary, secondary, emerging, and complementary technologies.
Leads CDW events on business-focused technology solution presentations for customers and prospects delivered via web-based tools (e.g. WebEx, Lync) and in person. -
Explores additional sales opportunities through new service maintenance contracts and renewals.
Negotiates pricing with partners and customers.
Routinely collaborates with Partners and Account Managers to drive mapped opportunities, fine tune strategies and approaches to exceed joint sales goals.
Develops detailed Territory Plan to manage their business.
Regularly engages with key customers to build and nurture a trusted advisor relationship. Develops a strategy collaboratively
Education and/or Experience Qualifications
Associate's Degree or equivalent work experience
2 years of experience as ISA or 3 years equivalent experience
For internal applicants only: Satisfactory internal customer scores Satisfactory profit goal attainment
Satisfactory certification accomplishment
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 communication skills both orally and written using a variety of style and techniques appropriate to the audience
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
Proven ability to proactively collaborate and build relationships, take initiative and creatively problem solve
Ability to balance multiple priorities simultaneously and adapt to the changing needs of the business while meeting deadlines
Must be able to communicate effectively and in a constructive manner with management, peers and coworkers
Ability and willingness to travel up to 20% or as needed to other CDW locations, meeting and client sites
Ability to understand,... For full info follow application link.
CDW is an affirmative action/equal opportunity employer committed to a diverse and inclusive workplace.
