Client Solution Architect

Description

• Hardware and Software products for Data Center, Networking and Security

• Professional and Managed Services opportunities across Digital Workplace, Cloud & Data Center, NextGen Networking and Cybersecurity

• Developing deep and broad relationships with key client stakeholders
• Prospecting, leading the solutioning, and winning opportunities

• Attend Sales Enablement sessions conducted by the respective teams. Provide added insights to the sales team on the products and services we are offering our clients. Evangelizing new technologies, solutions, methods & trends
• Working with the Sales team to identify opportunities proactively
• Pipeline management and forecasting of product and services revenue/GM for defined market
• Ensuring a thorough understanding of Zones Product, Services and Solutions offerings, capabilities, differentiators
• Qualifying the opportunity and doing a high level scoping so as to be able to bring in the right experts
• Bringing in the right solutioning experts, as necessary, to do the Discovery exercise with the client. Ensuring that the solutions team has all the right data points and insights to be able to create the winning solution
• Having a clear win-strategy, win theme and ensuring that the win themes are reflected in every interaction with the client as well as in our proposal
• Working as part of the Solution Development team to create responses to customer RFPs and technical solution components of SOW.
• Develop pricing and create technical documents applicable to solution/service offering
• Establish and maintain strong relationships with key OEM and delivery partners and collaborating with them for specific pursuits
• Prepare high-level design documents and presentations that clearly describe design principles, including the rationale and potential implications of decisions/options
• Conduct design sessions, capabilities and solution presentations for customers and OEM partners
• Identify the key OEMs that are critical to Zones success specific to each account
• Collaborate with OEMs to evangelize Zones’ offerings and capabilities and develop joint GoTo Market plans for specific accounts as well as the geographic area as a whole
• Influence OEMs to provide Deal Registration by communicating the value that Zones can provide
• Work with Delivery partners, when necessary, to ensure we get a winning price working with Clients
• Align with the Client CIO/CTO agenda and establish and maintain relationships with key client stakeholders their organization
• Build and Maintain Relationships, Particularly Technical Relationships in Assigned Accounts as Appropriate to Farm Additional Opportunities
• Perform Short Term Billable Engagements to Keep Skill Set Sharp, Offset Some Cost of Sales. These are generally Assessment, Proof of Concept, or Architectural type of Engagements
• Strong business acumen and understanding of clients IT related business goals and challenges to ensure proper translation of the client’s needs into technology solutions
• Ensure Customer Satisfaction Levels with Stated Goal of 100%
• Working with Team
• Support other SAs sales Activities as appropriate utilizing your Subject Matter Expertise
• Support other Geographic Areas and Practices as Needed based on Skillset, Demand, and Availability
• Keep Pipeline, Forecast, Time and Billing, Project and Activity Reporting Current based with Defined Tools and Meeting Submittal Deadlines

• Bachelor’s degree in Computer Science, Engineering, Business or related discipline; equivalent years of experience is acceptable
• Minimum 12 years of experience in an IT Infrastructure Services space in the Enterprise environment and a minimum of 5 years in a pre-sales role
• Excellent written, presentation, and verbal communication skills including demonstrated experience presenting technology recommendations from a business perspective
• Understanding of the industry, market, customers, competitors, suppliers, partners and capabilities of the business.
• Ability to communicate effectively with clients, colleagues and management.
• Professional, business-focused attitude and courteous manner towards clients, partners, and peers
• Ability to travel an average of 50% of the time
• Technology Focus and Requirements
• Focused expertise in Networking with the ability to lead opportunities across other practice areas as well – Digital Workplace, Cloud, Data Center and Security
• Strategy & technology consulting experience applying technology to strategic business problems around infrastructure, device management and end user computing.
• Core understanding of cloud-based computing and knowledge of industry leading offerings