Principal Field Solution Architect - Networking Solutions

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 Principal Field Solution Architect (FSA) role focuses on Enterprise Networking pre-sales solution design. This role is responsible for working with internal and external sales teams to plan and organize sales strategies. The incumbent analyzes the sales environment including customer expectations, competitive environment as well as the customer's technical environment and define actions to be performed in the sales cycle timeframe. The Principal FSA is a field-based technical presales role. They are expected to spend the majority of their time onsite at CDW customer locations in their local markets. The Principal FSA develops and maintains strategic relationships with Sales Management of the teams they support and seen as a trusted advisor to grow business. The Principal FSA is expected to be subject matter expert in multiple families of Enterprise Networking solutions. The Principal FSA is responsible for driving a variety of initiatives and projects, coaches and/or mentors others FSAs; and strategically works with sales, partners and customers to uncover and increase emerging business opportunities. The Principal FSA takes a lead role in defining, developing, and supporting solutions and new technologies; prepares the team to be successful through proactive training, sharing knowledge, and communicating best practices.
Key Areas of Responsibility
* Technology Leadership Acquires deep technical depth in their role; Is the "Go To" person for the Enterprise Networking solutions, 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 technical Enterprise Networking solutions not only considering the customer's infrastructure but also the business limitations and opportunities; operates comfortably beyond standard approaches to satisfy the needs of all the stakeholders.
* 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.
* Assists customer in understanding their equipment maintenance contracts, upgrade needs, and renewals; analyses the most cost-effective approach for the customer (e.g. renew the contract or purchase new equipment and contract.)
* Incorporates financing (through manufacturer or third party) 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.
* Guides (compares and contrast) customers in their decision making within all tiers of CDW technologies (e.g., Cisco vs. McAfee/Juniper) as well as with external competing Enterprise Networking solutions. 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 and 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, identifies new ideas for cross-sell opportunities, teaches FSAs in Sales on how to use these tools.
* Collaborates with Partners, Inside Solution Architects (ISA), and Account Executives (AE) 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 stakeholders (ISA, AE, Sales Manager, Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.
Education and/or Experience Qualifications
* Bachelor's Degree or equivalent experience
* Seven-year minimum technical pre-sales or technical architecting experience
* Demonstrated subject matter expertise in specific technology
Required Qualifications
* 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 Enterprise Networking 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 interpersonal and presentation skills, including consulting skills
* Strong oral and written communication skills
* Strong passion for learning and teaching others
* Motivated and self-starting
* Ability to think creatively and come up with proactive ideas that will increase sales
* Strong problem solving skills
* Must be able to communicate effectively and in a constructive manner with management, peers and coworkers
* Ability to understand, remember, and apply oral and/or written instructions or other information. Ability to organize thoughts and ideas into understandable terminology. Ability to multi-task, organize and prioritize. Ability to apply common sense in performing job. Ability to understand and follow basic instructions and guidelines. Ability to travel as needed.
* Preferred
* Obtain and maintain relevant industry standard certifications in Enterprise Networking
* CDW is committed to being an AI-fluent organization
* We're looking for people who bring curiosity, a learner's mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances- not replaces- human creativity and decision-making. You don't need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.
* CDW is committed to being an AI-fluent organization
* We're looking for people who bring curiosity, a learner's mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances- not replaces- human creativity and decision-making. You don't need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that's curious, adaptive, and ready to explore what's possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.
* About Us
* CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what's possible through technology. What makes CDW different isn't just what we do- it's how we do it. At CDW we act as one- building trust, speaking candidly, and working together to achieve more. We play to win- focusing on what matters most and delivering for our customers. And we think forward- staying curious, moving fast, and continuously learning. We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That's why we think of ourselves as coworkers, not just employees- working together to solve complex challenges and deliver real impact for our customers and communities. As a full-stack, full-lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes. When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what's next. Together, we deliver the full promise of what technology can do.
* Together, we Make Amazing Happen.
* CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.