Job Description

The Principal Field Solution Architect (FSA) Network Security Services role focuses on pre-sales services scoping and writing Statements of Work (SoWs) for projects involving Network Security products. This role analyzes customer expectations and technical environment and defines actions to be performed in the sales cycle timeframe. The Principal FSA develops and maintains strategic relationships with Sales Management of the teams they support and seen as a trusted advisor to grow business. The Principal FSA is expected to be subject matter expert in multiple families of solutions. The Principal FSA is responsible for driving a variety of initiatives and projects, coaches and/or mentors others FSAs; and strategically works with sales, partners and customers to uncover and increase emerging business opportunities. The Principal FSA takes a lead role in defining, developing, and supporting solutions and new technologies; prepares the team to be successful through proactive training, sharing knowledge, and communicating best practices.

Key Areas of Responsibility    

Focuses on defining services that or evaluate proposed or existing Network Security hardware and software engagements, estimates required engineer effort and writes Statements of Work (SoWs).
Acquires deep technical depth in their role; Is the "Go To" person for the solution, both technically and strategically; is on the forefront of their solution(s) and the implications for CDW offerings.
Performs a lead role in executing the "Go-to-Market" for new offerings.
Designs technical solutions not only considering the customer’s infrastructure but also the business limitations and opportunities; operates comfortably beyond standard approaches to satisfy the needs of all the stakeholders.
Reviews peer’s designs for quality and accuracy.
Operates beyond a ‘self’ focus for the benefit of the team and the practice to better CDW’s technology leadership, execution, and overall relevance to our customers; develops standardized templates of deliverables, including the SOW framework, tools, demo lab and scripts, and services calculation (Calc); provides leadership to equip CDW to deliver the solution at a high level of quality.
Communicates and trains the team on changes in technologies, procedures, solution implementations and approaches.
Develops training materials for team members to use with CDW audiences.
Promotes a culture of knowledge sharing and collaboration by organizing knowledge bases, contributing regularly, and encouraging team members to contribute.
Coaches and mentors team members to improve their technical, consulting, and sales skills.
Acts as a resource to Solution Architects for advice and recommendations on services projects
Sales Follows up on implemented solutions and identifies new opportunities that complement the work that was completed.
Advises team members and sales prior to customer calls and/or sales strategy sessions.
Articulates to customers the ITS Practice (Integrated Technology Solutions) value proposition to customers, account managers, and partners and uses it to generate additional revenue opportunities to CDW.
Delivers presentations and conducts sales conversations with confidence and credibility to C-level clients, both in small meeting and large group formats.
Develops presentation content for the team
Delivers presentations and conducts sales conversations with confidence and credibility to C-level clients, both in small meeting and large group formats.

Education and/or Experience Qualifications    

Bachelor’s Degree or equivalent experience
Five-year minimum technical pre-sales or technical architecting experience
Demonstrated subject matter expertise in Cybersecurity

Required Qualifications    

Stay up to date on Cybersecurity products, applications, technical service, market conditions, competitive activities, advertising, and promotional trends through the reading of pertinent literature, seminars, and online training
Proficient in Microsoft office applications
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
Motivated and self-starting
Ability to think creatively and come up with proactive ideas that will increase sales
Must be able to communicate effectively and in a constructive manner with management, peers and coworkers
Ability to travel as needed.

Preferred Qualifications    

Obtain and maintain relevant industry standard certifications.