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CDW Senior Inside Solution Architect - Security in Orange County, California

The Sr. Inside Solution Architect-Security focuses on supporting Account Managers by assisting them with the sale of solutions related to the Security industry. The Sr. ISA builds relationships and educates Account Managers on the technologies, resources, and pricing programs available to them.

The Sr. Inside Solution Architect-Security 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-Security is expected to be subject matter expert in multiple families of Security solutions.

Key Areas of Responsibility

Technology Leadership:

  • Educates Account Managers by conducting short training classes on Security 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 Security categories inclusive of vertical specific needs

  • Readily shares lessons learned and technical knowledge with other ISAs 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 with the customer and account manager

Minimum Qualifications

  • Associate’s Degree or equivalent work experience

  • 2-year experience as ISA or 3-year minimum equivalent experience

Other Required Qualifications

  • Proficient in Microsoft office applications

  • Ability to travel up to 20% of the time

  • 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 oral and written communication skills

  • Strong passion for learning and teaching others

  • Proven group presentations skills

  • Motivated and self-starting

  • Ability to think creatively and come up with proactive ideas that will increase sales

  • Strong problem solving skills

  • Must be able to communicate effectively and in a constructive manner with management, peers and coworkers

Preferred Qualifications

  • Bachelor’s Degree

  • Proven success and experience selling technologies solutions and services to small business, enterprise or global customers

  • Technical Accreditations:

  • Active accreditation from leading Security Partners

  • Successfully completed ISA accreditations

Senior Inside Solution Architect - Security

* Orange County, CA *

20001902-OTHLOC-88240020331

CDW is an equal opportunity/affirmative action employer committed to a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by law. If you are an individual with a disability and need assistance in applying for a position, please contact us at Helpdesk-Recruiting@cdw.com.

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