CDW Senior Inside Solution Architect – Unified Communications in Chicago, Illinois

Job Description

The Sr. Inside Solution Architect-Unified Communications supports Account Managers by assisting them in the sale of solutions related to Unified Communications. The Sr. Inside Solution Architect-Unified Communications builds relationships and educates Account Managers on the technologies, resources, and pricing programs available to them.

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

Key Areas of Responsibility

Technology Leadership:

  • Educates Account Managers by conducting short training classes on Unified Communications products

o Explains the features, benefits, and technical specifications of new secondary, emerging and complementary products and solutions

o 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 Unified Communications 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

o 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

  • Qualifications*

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 and/or Certifications:

o Active accreditation from leading Unified Communications partners

o Successfully completed ISA accreditations

Senior Inside Solution Architect – Unified Communications IL-Chicago 17000577