Sr Field Solution Architect

Description
At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW.

The Senior Field Solution Architect (FSA) role focuses on pre-sales solution design with a specialized emphasis on cybersecurity solutions for the Federal Government. This role is responsible for working with internal and external sales teams to plan and organize sales strategies tailored to federal agencies. The incumbent analyzes the sales environment, including customer expectations, competitive landscape, and the customer's technical environment—particularly in cybersecurity, cloud architectures, and zero-trust networks—and defines actions to be performed in the sales cycle timeframe. The Senior FSA is a field-based technical presales role. They are expected to spend much of their time onsite at CDW customer locations in their local markets, including federal sites. The Senior FSA develops and maintains strategic relationships with Sales Management of the teams they support and is seen as a trusted advisor to grow business. The Senior FSA is expected to be a subject matter expert in multiple families of solutions, with deep expertise in federal cybersecurity. The incumbent in this role operates independently using standard approaches, existing tools, templates, and resources; shares knowledge and information that may benefit the team.

Key Areas of Responsibility
Technology Leadership:
Is a passionate learner who demonstrates continuous learning by proactively expanding technical depth in products, solutions, and services, including cybersecurity, cloud architectures, and zero-trust networks. If pertinent, achieves certifications in advanced technologies for CDW's Partner Certification Requirements.

• Operates with the perspective and insight that business needs, not just technology, establishing the limits on what can be achieved.
• Designs technical solutions using standard approaches, considering the customer's infrastructure limitations and opportunities; analyzes, interprets, and presents assessment results, with a focus on federal cybersecurity compliance.
• Determines and defines services that complement and/or round out proposed hardware and software engagements, estimates required engineer effort.
• Uses team tools, templates, resources, and processes for maximum efficiency, productivity, consistency, and high-quality execution.
• Provides feedback to technology leaders where opportunities exist to improve offerings, design, and delivery execution.
• Conducts technology/solutions training for CDW audiences (e.g., Sales, Inside Solution Architects), using developed material.
• Contributes to the team's knowledge base and readily shares knowledge with other FSAs, Inside Solution Architects, and Sales.
• Assists new team members by answering questions and sharing expertise on the tools of the job.
• Assists new hires by answering questions and sharing information.

Sales:
Follows up on implemented solutions and identifies new opportunities that complement the work that was completed

• Research and reviews customer profile information; applies knowledge of the vertical to develop customer intimacy prior to sales calls and/or strategy sessions, especially within federal agencies.
• Assists customer in understanding their equipment maintenance contracts, upgrade needs, and renewals; analyzes the most cost-effective approach for the customer (e.g., renew the contract or purchase new equipment and contract).
• Uses various tools to calculate the Total Cost of Ownership and/or Return on Investment and explains to customers and Sales the business value of a solution and its benefits.
• Articulates to customers the Practice's value proposition; articulates audience-centric version of the value proposition to customers,