CDW is a leading provider of Managed Services, Hosting, Cloud and Shared Infrastructure services. We continue to set the standard for uncompromising customer support and technical leadership, and our offerings provide our customers with complete information technology management solutions.
The CDW Managed Services Solution Architect for Cisco UC position is a presales resource focused on the acquisition of new customer accounts and new business relative to the Cisco UC/UCC/Video technologies within the CDW Managed Services portfolio of products and services. Working closely with CDW Managed Services Channel Managers, the Solution Architect for Cisco UC is “the face of sales” for the CDW Managed Services practice relative to Cisco UC/UCC/Video technologies. As a team, the Channel Manager and Solution Architect for Cisco UC will serve as the primary sales resource for the channels supported by the practice. Channels include the Aggregation, Infrastructure & Managed Services (AIM) group; CDW branches and field sellers; CDW ISA and FSA communities; CDW Account Managers; and other internal and/or external channels as may be assigned. Of note is that the Solution Architect for Cisco UC will work closely and proactively with the CDW Cisco UC FSA and ISA communities to position, design and present Managed Services Cisco UC solutions for customers.
Key Areas of Responsibility
A laser focus on growing the Cisco UC and related CDW Managed Services offerings
Alone, or in collaboration with CDW Channel Managers, acquire new customer accounts, new sales and new business—primarily in the Cisco UC space—in accordance with the strategic and financial goals and objectives set by CDW Managed Services management.
Assist with the growth and expansion of services for existing Managed Services customers in the Cisco UC space
Meet or exceed individual and/or group sales quota for new customer acquisition and growth of existing customers
Develop and maintain broad and deep expertise primarily in all Cisco UC-related technologies, but, over time, in all CDW Managed Services technologies and offerings. This includes a thorough understanding of the people, processes, tools, IT Governance, onboarding, operations, certifications and credentials and other institutional knowledge that is necessary to effectively position and sell the CDW Managed Services practice and portfolio of services.
Evangelize the CDW Managed Services practice and its Cisco UC-related solutions to CDW coworkers, customers, and others.
Serve as the primary Cisco UC-focused sales resource for the channels supported by CDW Managed Services. These channels include the Aggregation, Infrastructure & Managed Services (AIM) group; CDW branches and field sellers; CDW ISA and FSA communities; CDW Account Managers; and other internal and/or external channels as may be assigned.
Work with lead generation and qualification resources to assess appropriateness of incoming leads.
Work directly with customers to assess appropriateness of opportunities.
Work closely with the CDW Managed Services Channel Managers and—as appropriate—other teams in creating, presenting, selling and closing Cisco UC-based solutions that address customer strategic, business, technical, financial and other requirements.
Create quotes, proposals, solution diagrams and/or other sales collateral and present to customers.
Responsible for sales process continuity and customer “through line” ownership for Cisco UC Managed Services opportunities
Responsible for owning the execution of the myriad tactical tasks involved in the CDW Managed Services sales cycle for Cisco UC-based opportunities. Tasks include, but are not limited to, ongoing proactive and reactive communication with customer and CDW sales resources necessary to always be working and moving a deal toward closure; creating and presenting quotes and proposals; obtaining pricing discount approvals; authoring responses to customer RFIs and RFPs; present at customer Red Carpet and similar events; coordinate presentation of demos, dashboards, and reports; create and present pre-SOWs and pricing exhibits; manage SOW and contract negotiation with customer and CDW legal and other entities; process signed SOWs and contracts; manage customer expectations; participate in IKOM and CKOM events; remain attached to existing customers to address new growth opportunities.
Work closely and seamlessly with the CDW Aggregation, Integration & Managed Services (AIM) Specialists..
Work with CDW Managed Services Business Development team, the Offerings team, the Service Engineering team, the Professional Services team, CDW-UK, CDW Professional Services and/or other internal and/or external teams as appropriate to assist in defining and executing CDW sales and marketing strategies.
Keep abreast of Cisco UC-related products, services, market conditions, competitive landscape, trends, and other industry metrics relative to the Managed Services market.
Evaluate performance results and make adjustments as necessary.
BS/BA Degree required or equivalent work experience.
Minimum of 7 - 10 years Sales Engineering, Sales, and/or Technical Consultant experience in a growth environment with core focus on Cisco UC and related technologies.
Solid understanding of the Managed Services solutions and industry.
Experience with the technical design of IT systems
Ability to travel within territory and to customer locations as needed.
Strong oral and written communication skills.
Ability to effectively converse with customer D- and C-level personnel.
Ability to meet scheduled deadlines.
Must work collaboratively with CDW AIM team, customers, vendors, CDW coworkers, and management.
Field Solution Architect – Managed Services- Cisco UC