Principal Field Solutions Architect - Azure - Digital Velocity

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Summary

The Principal Architect is responsible for working in collaboration with the Cloud Practice Leaders, CDW sales to drive technical strategy, and sales GTM for specific technologies for CDW Azure customers. Successful Principal Architects will design and develop capabilities that address opinions for leveraging the partner technology and adhering to industry best practices and norms.

Key Areas of Responsibility

Technology Leadership

• Consulting on leading edge technologies and possess deep technical knowledge for a mixture of the following:

  • Azure

  • Automation experience with Terraform

  • Kubernetes and AKS container orchestration

  • Cloud native application patterns

• Accurately design and scope professional services engagements leveraging Azure cloud technology.

• Maintain deep technical expertise in their role; Is the "Go To" person for the Azure solutions for customers, both technically and strategically; is on the forefront of their solution(s) and the implications for CDW offerings.

• Lead Azure focused design and assessment engagements.

• Communicates and trains the team on changes in technologies, procedures, solution implementations and approaches based on customer engagements.

• Promotes a culture of knowledge sharing and collaboration by organizing knowledge bases, contributing regularly, and encouraging team members to contribute.

• Coaches and mentors team members to improve their technical, consulting, and sales skills.

• Acts as a resource to other FSAs for advice and recommendations on technical design issues and product choices.

• Serves in the customer escalation path for technical problem resolution.

• Assist managers with new hire FSAs’, leads shadow assignments; proactively provides assistance and guidance to new hires to accelerate productivity.

Sales

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

• Advises team members and sales prior to customer calls and/or sales strategy sessions.

• Assists customers in understanding their equipment 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.)

• Incorporates financing (through manufacturer or third party) as part of the sales proposal and discussion; looks beyond the current infrastructure/problem toward a three to five year roadmap.

• Initiates new event ideas; collaborates with Partners and Sales to design events that can be replicated by other FSAs; secures funding to support CDW customer events.

• Delivers presentations and conducts sales conversations with confidence and credibility to C-level clients, both in small meeting and large group formats.

• Develops presentation content for the team.

• Develops assessments, improvements and demos for FSAs to use as sales tools, identifies new ideas for cross-sell opportunities, teaches FSAs in Sales on how to use these tools.

• Collaborates with Partners, Inside Solution Architects (ISA), and Account Executives (AE) 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 strategies in collaboration with multiple stakeholders (ISA, AE, Sales Manager, Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.

• Shares best practices and effective territory planning approaches with peers to leverage successful approaches across the team.

• Shares best practices and tactics for enhancing profitability and closing deals.

• Acts as subject matter expert for marketing activities (e.g., marketing blog, content, references, videos, etc.); produces marketing-type documents and materials (e.g., data sheet, presentation, demo video) to use throughout the Practice.

Sales Support

• Manages competing priorities and sets expectations with sales and other stakeholders through proactive communication, planning, and potential for return on investment.

• Leads the development of Statements of Work, RFPs