Solutions Architect

Description

Company Overview:

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:

The Solutions Architect works within the EMEA Services Team and supports Zones sales teams to help grow the profitable sales of infrastructure solutions within a region and/or market. The goal is to help manage the above market growth rate of revenue and gross margins for hardware, software, and services for enterprise product defined as primarily servers, storage, networking, and other advanced technologies. The Solutions Architect role is one of a pre-sales resource to utilize their technology background to lead the consultative discovery of the client/prospect’s business goals, objectives, and challenges and to translate them into effective infrastructure solutions. Your ability to achieve sales and profit goals will transpire through joint account planning, partner teaming (internal & external), on-site client interface/visits, engagement/solution development and implementation support/follow-up. The Solutions Architect plays a leadership role, by analyzing business requirements, presenting related solutions, and driving the business case and financial justifications.  

Key Responsibilities 

Working within the EMEA Services Team in collaboration with Sales Management and Account Executives and Global Solutioning Teams:

• Planning and Reporting with the VP of Services EMEA, Sales Management and Advanced Solutions to manage pipeline towards goal achievement 
• Joint Account Planning to help identify opportunities in accounts 
• Sales Calls and Presentations to Identify and Close Solutions Opportunities 
• Solutions Development based on the clients/prospects requirements 
• Joint Bid and Proposal Development with Sales 
• Prepare SOWs and Services Estimates 
• Equipping and Training the Sales Organization on Solutions and How to Find Opportunities
• Pipeline Management and Forecasting of Product and Services Revenue/GM for Defined market 
• Prospecting and Develop Opportunities Independently as time permits 

Working with Manufacturers, OEMs, and Software Publishers (Partners):

• Build and Maintain Regional and Local Relationships with Partners Channel and Direct Sales Organizations 
• Go to Market Planning with Partners to Identify the Best Opportunity Areas and Accounts to Target 
• Develop and Deliver with marketing and Partners – Demand Generation Campaigns and Events 
• Maintain Certifications as Necessary to Enable Zones to be able to Resell the Products, and Maintain the Highest Level of Vendor Rebates and Lowest Cost 

Working with Clients 

• Build and Maintain Relationships, Particularly Technical Relationships in Assigned Accounts as Appropriate to Farm Additional Opportunities   
• Perform Needs Assessments as Appropriate
• Perform Short Term Billable Engagements to Keep Skill Set Short, 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 Solutions Architects 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.
• Support and Work with Expert Connect in Configuration, Bill of Material and Solution Definitions to ensure Accuracy and Quality of Orders 

What you’ll bring to the team: 

• Bachelor’s degree in Computer Science, Engineering, Business or related discipline; equivalent years of experience is acceptable 
• At least 5 years of experience in an enterprise environment and a minimum of 2 years in a pre-sales technical 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 30% of the time 

Technology Focus and Requirements 

• Comfortable interacting with employees at all levels of a large organization, including C-level executives in a technical pre-sales capacity and the ability to design and architect solutions from OEM validated designs from major industry leaders including: Cisco, Dell/EMC, HPE, NetApp, Nutanix, VMware. 
• Extensive experience with enterprise network routing, switching, WAN, wired and wireless solutions. 
• Strong working knowledge of Spine/Leaf and ACI/SDN topologies. 
• Understanding of stand-alone and controller-based architectures.
• Active technical certifications from technology leaders like Cisco, Dell/EMC, HPE, Microsoft, NetApp, Nutanix, VMware, and other relevant network solutions.

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.