Client Solutions Architect, Strategic Deals
Job Summary
Job Description
The Client Solutions Architect (CSA) - Strategic Deals at Zones plays a crucial role in large, complex IT deals. Responsibilities include developing and executing pursuit plans, managing client relationships, creating win strategies, leading solution construction, and collaborating with cross-functional teams. The CSA will engage early with clients to understand their needs, build relationships, and present compelling solutions. This role requires strong communication, analytical, and leadership skills, along with deep knowledge of the IT landscape and competitive market. Up to 50% travel is required.
Must have:
- 12+ years in complex IT deal pursuit
- Infrastructure services deal expertise
- Strong communication & presentation skills
- Knowledge of various IT product vendors
- Ability to create winning strategies
- Cross-functional team collaboration
Good to have:
- Knowledge of Retail, Healthcare, Utility, and Technology industry trends
Perks:
- Comprehensive benefits package (medical, dental, vision)
- Life insurance
- 401(k) plan with matching
- Paid time off
4 skills required
Job Details
Description
Company Overview:
When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.TM
Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on Twitter @Zones, and LinkedIn and Facebook.
Position Overview:
Zones is looking for a Client Solution Architect (CSA) - Strategic Deals to join our team. This is a group that is dedicated to supporting the entire life cycle of large complex pursuits. The successful candidate will play a crucial role in initiating, leading, and shaping large Product/Software and Services opportunities working with the wider practice and solution teams. This role is responsible for proactive presales pursuit support for achieving gross margin growth, client renewals and Win rates along with achieving Sales/Margin targets. This is a remote position with up to 50% travel requirements.
The CSA-Strategic Deals is a single point of ownership responsible for managing and orchestrating the end-to-end pursuit cycle. They create a pursuit engagement plan and own its execution. During early stages, they will review the Client’s objectives, key business decision making drivers and criteria and provide feedback from a deal shaping perspective. They influence, orchestrate, and facilitate internal alignment to remove blockers and achieve desired outcomes.
For the assigned opportunities, the CSA will clearly understand the solution levers, value proposition, transformation approach, stakeholder map including executive level, competitive landscape, decision process and timeline, including clarity of the approval path. Based on this, they will create an actionable Pursuit Strategy/Win Strategy that clearly articulates what Zones needs to do to win, and continually refresh that as the pursuit progresses. They must continually develop and refine the win themes and present the value proposition amongst the client stakeholders.
What you’ll do as the Client Solutions Architect
The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Engage early with customer technology and business leaders to build relationships and gather a deep understanding of the customer’s current needs and challenges.
- Own the creation and execution of strategic pursuit plans, collaborating with team members and across the company to ensure continued alignment and action.
- Manage customer relationship from origination to closure of complex, Multi-Tower (HW/ITS/SW), high value deals
- Create win strategies that address the business goals and technology needs of a customer.
- Lead the solution construction and orchestration across the internal organization and client organizations.
- Work collaboratively across multi-solution and cross-functional organization with Sales, Client Executives, Bid / Solution/Enterprise Architects, Client Delivery, and Operations teams to ensure that the proposed solution aligns with the customer's business goals and requirements.
- Communicate effectively with customers, sales teams, delivery teams, and stakeholders to ensure alignment and clarity of the solution vision, scope, and value proposition.
- Lead the contract negotiations working with internal stakeholders across Solution/Delivery/Finance/Legal
- Stay abreast of the latest trends, technologies, and best practices in the enterprise architecture domain and leverage them to create innovative and competitive solutions.
What you will bring to the team:
- 12+ years of experience in complex deal pursuit, or Presales role, in the IT services industry. With a keen focus on Infrastructure services deals.
- Knowledge of vertical industry trends across Retail, Healthcare, Utility and Technology.
- Ability to articulate the solution in a compelling manner in written responses, solution presentations, and when necessary, presenting the solution in an oral presentation to the client
- Deep understanding of cost and price benchmarks for products and services
- Ability to price proposals competitively thru global delivery. coupled with a thorough understanding of cost-to-win and price-to-win benchmarks.
- Strong knowledge of the product vendors and services providers in the IT space as well as strong knowledge of the competitive landscape.
- Strong analytical, organizational, and leadership skills.
- Experience working in a globally distributed team
- Excellent communication, presentation, and interpersonal skills, with the ability to articulate complex concepts and solutions clearly and concisely.
- Ability to work effectively in a fast-paced, dynamic, and collaborative environment, with multiple stakeholders and teams.
- During the pursuit lifecycle this role will require travel as needed for both internal and external meetings, presentations and workshops.
- Due to the nature of the role in a pursuit function the role will require to work in multiple time zones aligning to the customer / pursuit team that are globally dispersed as required to meet the customer timelines.
Qualified candidates can expect a salary range of $180,000 - $200,000.
#LI-LM1
#LI-REMOTE
Zones offers a comprehensive Benefits package
While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, a 401(k) plan with matching provision, paid time off, and much more. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse.
At Zones, work is more than a job –with exciting careers with a global team who are client centric, have a passion for tech, who embrace change and lifelong learning in a collaborative culture. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!
While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, a 401(k) plan with matching provision, paid time off, and much more. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse.
At Zones, work is more than a job –with exciting careers with a global team who are client centric, have a passion for tech, who embrace change and lifelong learning in a collaborative culture. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status or on the basis of disability.
Zones participates in E-Verify. E-Verify is a system that compares information from an employee’s Form I-9 to federal records to confirm their eligibility to work in the United States.
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