Principal Field Solution Architect- Microsoft 365

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Job Summary

The Principal Field Solution Architect (FSA) role focuses on pre-sales solution design for Digital Experience solution focused on helping customers through their Microsoft 365 adaption.  Microsoft identity and security solutions as part of Microsoft 365. 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 define actions to be performed in the sales cycle timeframe.

What you will do:

As a Principal Field Solution Architect, you will understand our client's environment and infrastructure; compare and contrast this to a future Microsoft solution and architecting the path for adoption. The Principal FSA develops and maintains strategic relationships with Sales Management of the teams they support and seen as a trusted advisor to grow business.

This role will need to understand the complimentary technologies in Microsoft 365 but  also be able to speak to the broader vision of that solution and how it can solve customer business challenges. Especially challenges with for customer making platform shifts from on-premises, due to solution consolidation or business changes like merger, acquisition and divestiture.

The incumbent in this role operates independently using standard approaches, existing tools, templates, and resources; shares knowledge and information that may benefit the team and our customers.

• A solution driver who has a passion for demonstrating continuous learning by proactively expanding technical depth in products, solutions, and services, particularly in the Microsoft space. If pertinent, achieves certifications in advanced technologies for CDW's Partner Certification Requirements.

• Operates with the perspective and insight that business needs, not just technology, establish the limits on what can be achieved.

• Designs technical solutions, focused in the Microsoft Security space, by using standard approaches, considering the customer’s infrastructure 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.

• Uses team tools, templates, resources, and processes for maximum efficiency, productivity, consistency, and high-quality execution.

• Provides feedback to technology leaders where opportunities exist to improve offerings, design, and delivery execution.

• Conducts technology/solutions training for CDW audiences (e.g., Sales, Inside Solution Architects), using developed material.

• Contributes to the team’s knowledge base and readily shares knowledge with other FSAs, ISAs, and Sales.

• Assists new team members by answering questions and sharing expertise on the tools of the job.

• Assists new hires by answering questions and sharing information.

Sales

• Follows up on implemented solutions and identifies new opportunities that complement the work that was completed.

• Researches and reviews customer profile information; applies knowledge of the vertical to develop customer intimacy prior to sales calls and/or strategy sessions.

• Assists customer in understanding their equipment maintenance contracts, upgrade needs, and renewals; analyses the most cost-effective approach for the customer (e.g., renew the contract or purchase new equipment and contract.)

• Uses various tools to calculate the Total Cost of Ownership and/or Return on Investment and explains to customers and Sales the business value of a solution and its benefits.

• Articulates to customers the Practice’s value proposition; articulates audience-centric version of the value proposi