at CDW LLC in Vernon Hills, Illinois, United States
Job Description
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 Cisco Software sales with Subject Matter Expertise on Cisco Enterprise Agreements and lifecycle-based selling. This role focuses on Cisco 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 Cisco software buying programs and CDW Amplified Services/Customer Experience capabilities by providing guidance and thought leadership to maximize software procurement benefits.
What you will do:
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As the Field Solution Architect, you will develop a sales plan within your market.
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Develop and execute an annual sales training plan.
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Assist with establishing the sales team relationship with Cisco.
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Assist with account planning.
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Participate in pipeline and forecasting reviews.
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Assist with local demand generation campaigns and events.
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Conduct customer visits.
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Coordinate engagement of solution-focused FSAs or Inside Solution Architects (ISAs) on qualified opportunities.
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Sales Support: Develop and execute a Cisco EA sales training plan.
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Coordinate and contribute to development of accurate statements of work and Request for Proposals (RFPs).
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Assist with development and execution of sales campaigns and events.
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Deliver presentations and demos to customers as part of developing the opportunity from qualified to solution.
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Coordinate engagement of solution-focused FSA or ISA as part of developing the opportunity from solution to close.
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Drive services revenue, gross profit and growth metrics.
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Utilize standard reporting, tools and processes to measure and manage the business.
Accelerate the CDW execution of Cisco software 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 Cisco software
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 CX 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 Cisco offerings from competitors
Provide Cisco Enterprise Agreement pricing guidance and program assistance
Present a well-prepared and compelling case to customers for purchase of Cisco software solutions
Escalation resource for buying program related transaction issues for CDW resources
Assist with Cisco EA True Forward process by researching customer scenarios to provide proper pricing and customer impact summaries as well as escalation support
What we expect of you:
Bachelor's... For full info follow application link.
CDW is an affirmative action/equal opportunity employer committed to a diverse and inclusive workplace.
