Principal Solutions Advisor - DevOps - Digital Velocity

CDW; Illinois; On-site; USD 140,000 - 172,000; Full time

Job summary

Join a forward-thinking company as a Principal Software Solution Advisor, where your expertise in technical sales and solution design will drive success. In this dynamic role, you will collaborate with sales teams to create tailored solutions for customers, leveraging your knowledge of technology products. Your ability to communicate effectively and provide training will empower colleagues and enhance customer relationships. This is an exciting opportunity to be part of a team that values commitment and innovation, making a significant impact in a complex IT landscape. If you're passionate about technology and eager to help others succeed, this role is perfect for you.

Qualifications

• 7+ years in advanced technical sales or engineering.
• Proven success in selling technology solutions and services.

Responsibilities

• Designs solutions for technology products and services.
• Educates Account Managers on product features and benefits.
• Develops strategic relationships with sales teams.

Skills

Technical Sales

Sales Engineering

Data Engineering

Interpersonal Skills

Presentation Skills

Communication Skills

Project Management

Creative Thinking

Education

Bachelor’s Degree

Equivalent Work Experience

Tools

Microsoft Applications

Google Workspace

Job description

At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It’s why we’re coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we’re headed. We’re proud to share our story and Make Amazing Happen at CDW.

The Principal Software Solution Advisor (SSA) role focuses on pre-sales solution design. This role is responsible for working with internal and external sales teams to plan and organize sales strategies. The incumbent analyzes the sales environment including customer expectations, competitive environment as well as the customer's technical environment and business drivers and defines actions to be performed in the sales cycle timeframe. The Principal SSA is a field-based technical pre-sales role. They are expected to spend the majority of their time engaged with CDW customers, sellers & partners in their assigned local markets. The Principal SSA develops and maintains strategic relationships with sales & leadership of the teams they support and is seen as a trusted advisor to grow business. The Principal SSA is expected to be a subject matter expert in multiple families of solutions. The incumbent in this role operates independently using standard approaches, existing tools, templates, and resources; shares knowledge and information that may benefit the team.

Main Areas of Responsibility

1. Technology Leadership
   1. Educates Account Managers by conducting short training classes on technology products - Explains features, benefits, and technical specifications of products and solutions.
   2. Explains conceptually how technologies are installed and implemented for customers.
   3. Designs solutions for primary technology products and services.
   4. Contributes to the team’s knowledge base and readily shares knowledge with other Solution Architects and Account Managers.
   5. Attends mandatory trainings.
   6. Attains advanced or delivery level certifications.
   7. Is a passionate learner who demonstrates continuous learning by proactively expanding technical depth in products, solutions, and services.
   8. Helps design technical solutions using multiple approaches, considering the customer’s environment limitations and opportunities; analyzes, interprets, and presents assessment results.
   9. Determines and defines services that complement and / or round out proposed hardware and software engagements, estimates required engineer effort.
   10. Conducts technology / solutions training for CDW audiences (e.g., sales, Solution Architects), using developed material.
   11. Assists customers in understanding their equipment maintenance contracts, upgrade needs, and renewals; analyzes the most cost-effective approach for the customer.
   12. Articulates to customers the Practice’s value proposition; articulates audience-centric version of the value proposition to customers, account managers, and partners and uses it to generate additional revenue opportunities for CDW.
   13. Leads business-focused technology solution presentations at CDW, Customer, and Partner events and meetings in your territory.
   14. Collaborates with Partners, other Solution Advisors or Architects and Account Executives to drive mapped opportunities; fine tunes strategies and approaches to achieve greater sales results.
   15. Operates in a regular cadence with multiple partners to educate, plan, and execute on joint strategies in collaboration with multiple stakeholders; understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.
   16. Understands profit margin and how to increase profitability; works cooperatively with field sales to ensure healthy profitability.
2. Sales Support
   1. Follows up and responds to questions regarding performance of assigned coverage, and escalation needs.
   2. Researches and reviews customer profile information; applies knowledge of the vertical to develop customer intimacy prior to sales calls and / or strategy sessions.
   3. Produces quotes and BOMs.
   4. Creates quotes for high priority RFPs and / or assists with RFP content.
   5. Responsible for sales forecasting.
   6. Reviews quotes and orders for accuracy.
   7. Prioritizes time spent on opportunities based on potential return on investment.
   8. Assists with services opportunities discovery, qualification and contribution.
   9. Produces Bills of Materials, including product maintenance; contributes to Statements of Work (including work estimates), RFPs, RFIs, and proposal content.
   10. Maintains pre-sales pipeline data, develops plans, and takes actions to move opportunities to closure.
3. Sales
   1. Discusses solutions at a conceptual level with customers and potential customers - Explains the solutions features and benefits.
   2. Explores additional sales opportunities through new service opportunities, maintenance contracts and renewals.
   3. Advises Account Managers on pricing.
   4. The Principal SSA is also a solution driver who has a passion for demonstrating continuous learning by proactively expanding technical depth in products, solutions, and services.
   5. Coordinates and collaborates with Partners and Account Managers to map accounts to opportunities and achieve sales goals.
   6. Develops and maintains a basic Territory Plan; adjusts quarterly for past performance and future expectations.
   7. Responds to requests from customers and Account Managers to respond to customers’ needs.
   8. Participates in CDW events on business-focused technology solution presentations for customers and prospects delivered via web-based tools and in person.
   9. Is focused in the solutions tools and services space with a specific focus on identifying and qualifying sales and services opportunities into the appropriate sales pursuits.

Education and / or Skill-Set Qualifications

1. Bachelor’s Degree or equivalent work experience.
2. 7-year minimum experience in advanced technical sales, sales engineering, data engineering, computer Science / Engineering or data science.
3. 3-year minimum sales experience.

Required Qualifications

1. Proficient in Microsoft & Google Workspace applications.
2. Ability to travel up to 25% of the time.
3. Proven success and experience selling technologies solutions and services.
4. Knowledge and proven success of engaging and working with sales teams.
5. Ability to execute on territory goals and metrics.
6. Ability to adapt and change to the business needs of the practice and team coverage model.
7. Strong interpersonal and presentation skills, including consulting skills.
8. Strong oral and written communication skills.
9. Strong passion for learning and teaching others.
10. Proven group presentations skills.
11. Motivated and self-starting.
12. Ability to think creatively and come up with proactive ideas that will increase sales.
13. Must be able to communicate effectively and in a constructive manner with management, peers and coworkers.
14. Stay up to date on products, applications, technical service, market conditions, competitive activities, advertising, and promotional trends through the reading of pertinent literature, seminars, and online training.
15. Proven project management skills.

Preferred Qualifications

1. Proven success and experience selling complex technologies, solutions and services to small business, enterprise, public sector or global customers.
2. Technical Accreditations and / or Certifications: Active accreditation from leading technology partners as required.

Pay range: $140,000 - $172,000 depending on experience and skill set. Bonus target of 25% subject to terms and conditions of plan.

We make technology work so people can do great things.

CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive.

CDW is an equal opportunity employer. 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 state and local law.