Principal Field Solution Architect, REMOTE CA

Introduction

Be part of the team that drives our company forward, transforming ideas into real-world tools and platforms that support the business and spur innovation.

Overview

Connection Services has a fantastic opportunity for a Sr Field Solutions Architect, working remotely from Westcoast states. Excellent opportunity to work for a top VAR offering excellent benefits including 25% BONUS, 3 weeks paid PTO, tuition reimbursement, excellent benefits, etc.; opportunity for growth. *REMOTE*

Working under general supervision of the (Sr.) Manager, Field Solution Architects, relying on experience and judgement to plan and accomplish goals, the Principal Field Solutions Architect effectively penetrates and drives solutions within targeted accounts and expands penetration in existing accounts. The Principal FSA develops and works on problems/projects of deep, diverse complexity and scope, exercising independent judgment within generally defined policies and practices to identify and select a technology solution. The Principal FSA acts as a project leader providing direction, facilitating information and validating decision processes. The Principal FSA oversees and mentors other team members and large projects per management direction. The Principal FSA requires an acute understanding of both the technology and business objectives of the account to enable the delivery of solutions that will in turn contribute to the success of existing accounts and the acceleration of new customer volume. The Principal FSA speaks from experience and offers insight on successes and failures relative to the customer’s industry and/or objectives, and provide solutions based on the TSG solution portfolio. The Principal FSA demonstrates master or expert level competencies in multiple technology areas including; Compute, Storage, Networking and Virtualization technology concepts and how they relate to the next generation of Data Center solutions and Cloud offerings.

The Principal FSA acts as a project team leader on the most highly strategic, complex and challenging customer engagements and serves as a mentor and coach to FSAs and Senior FSAs throughout the organization.

Responsibilities

• Acts as a project team leader on the most highly strategic, complex and challenging customer engagements and serves as a mentor and coach to FSAs and Senior FSAs throughout the organization.
• Works with Account Managers to discover, qualify and develop solutions for problems/projects of deep, diverse complexity and scope. Builds advanced technology solution architectures and presents solution proposals to customers. Drives growth of advanced technology revenue and GP by penetrating new and existing target accounts.
• Discerns potential opportunities by asking the right questions such as who, what, where, why, and when during the sales cycle.
• Provides detailed documentation of the discernment process to team members increasing efficiency and effectiveness of customer follow-up.
• Defines business solutions that address the customer requirement leveraging the value of our solutions.
• Partners with Account Managers and Sales Managers to identify IT solutions opportunities and target these accounts with proactive engagement.
• Leverages Company tools to identify strategic prospects for advanced technology solutions.
• Engages in customer calls to discover and qualify advanced technology opportunities within these accounts
• Works with Sales teams, Sales Managers, and Account Managers to ensure that sales teams are fully enabled on the advanced technology solutions and are fully aware of the TSG portfolio.
• Regularly attends and contributes to Sales team calls
• Provides targeted enablement trainings internally to Sales teams on current, new, or emerging solution sets
• Supports events such as Tech Showcase, Tech Summit, and vendor conferences in a sales-support and enablement function.
• Helps to create and executes strategic initiatives toward organizational, solution, and business development. Converts work direction from Manager, Field Solution Architects (MFSA) into concrete high-quality deliverables:
• Participates in a contributing or Team Lead role on one or more Solution Development teams and helps to maintain strategic vision, provides thought-leadership and maintains good attendance, on-time, high-quality work product
• Works with peers including Inside Solution Architects (ISAs) and Practice Engineers on internal tactical development initiatives, such as building new solutions and services for the TSG advanced technology portfolio
• Assists with the building of internal organizational processes and go-to-market initiatives
• Maintains necessary technical and professional skillset, including certifications and accreditations necessary to ensure high-value, high-quality customer interactions as well as vendor program compliance
• Builds and maintains one or more expert-level skillsets, including expert-level presales and/or implementation certifications
• Maintains a strong general competency in all relevant technology areas (functions as a strong advanced technology “generalist”) necessary to be conversational with, and able to develop, customer opportunities across the entire spectrum of advanced technology solutions
• Performs all necessary administrative duties including time and record keeping, scheduling, communications, corporate training, and skills maintenance
• Performs all other duties or special projects as assigned.

Requirements

• An understanding of leading manufacturers routing and switching architecture.
• Expert with Cisco and Must have CCNA, CCNP, or CCIE.
• Expert working knowledge and/or advanced familiarity with the following technologies:
• HPE, Dell, Lenovo and Cisco Blade and Rack Servers systems and related storage products.
• Enterprise Storage Arrays – HPE, EMC, IBM, Dell, NetApp.
• Data Center consolidation and Cloud solutions.
• Disaster Recovery and Business Continuity.
• Verifiably successful professional Business-to-Business solutions selling experience with account planning skills and experience with up-sell and cross-sell strategies.
• Excellent time management and prioritization with strong organizational skills.
• Excellent oral and written communication skills with ability to prepare and deliver presentations which clearly and articulately demonstrate the value proposition.
• Advanced negotiation skills.
• Team orientation.
• Possesses integrity.
• Keen appreciation of business and technical requirements.