Principal Field Solution Architect - Nutanix

What you’ll do

• Technology Leadership Acquires deep technical depth in their role; Is the "Go To" person for the Nutanix 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 Nutanix technical solutions not only considering the customer’s infrastructure but also the business limitations and opportunities.

• Reviews peer’s designs for quality and accuracy.

• Determines and defines services that complement and/or round out proposed hardware and software engagements, estimates required engineer effort.

• 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 FSAs for advice and recommendations on technical design issues and product choices.

• Conducts technical assessment and expertise evaluations during the candidate selection process.

• Assist managers with new hire FSAs’,leads shadow assignments; proactively provides assistance and guidance to new hires to accelerate productivity.

• 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.

• Assistscustomer in understanding their equipment maintenance contracts, upgrade needs, and renewals; analyses the most cost-effective approach for the customer.

• Incorporates financing as part of the sales proposal and discussion; looks beyond the current infrastructure/problem toward a three to five year roadmap.

• 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.

• Initiates new event ideas; collaborates with Partners and Sales to design events that can be replicated by other FSAs; secures funding to support CDW customer events.

• 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.

• Develops assessments improvements and demos for FSAs to use as sales tools, identifiesnew ideas for cross-sell opportunities, teaches FSAs in Sales on how to use these tools.

• Collaborates with Partners, Solution Architects, and Account Executives to drive mapped opportunities; fine tunes strategies and approaches to achieve greater sales results.

• Operates in a regular cadence with multiple partners to educate, plan, and execute on joint strategies in collaboration with multiple stakeholder

What we expect of you

• Bachelor’s Degree or equivalent experience

• Seven-year minimum technical pre-sales or technical architecting experience

• Subject matterexpertise in Nutanix

• Stay up to date on products, applications, technical service, market conditions, competitive activities, advertising, and promotional trends through the reading of pertinent literature, seminars, and online training

• Proven project management skills

• Proficient in Microsoft office applications

• Proven success and experience selling Nutanix 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 passion for learning and teaching others

• Motivated and self-starting