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
