Principal Solutions Architect

Overview

As a Principal Solutions Architect, you will function as a focused technical lead and sales engineer for ePlus targeted product and service solutions, supporting the ePlus regional sales team, to drive revenue creation and capture within the customer account portfolio.

YOUR IMPACT

The essential functions of this position include:

• Provide technical leadership in support of key accounts and serve as engineering lead

• Work with Regional Sales Director to develop a targeted growth plan existing customers and net new customers

• Provide technical expertise to sales team and customers on designated solution focus area

• Establish credibility with ePlus sales team and customers as a true value added reseller

• Conduct customer facing presentations on ePlus’ core competencies and technical solution offerings for assigned accounts and focus areas

• Assist sales team with overall account planning as it relates to technical aspects of hardware, software, and services opportunity qualification and development

• Complete and author technical sections for RFP/RFI/RFQ responses

• Assist sales team with identifying and capturing customer business and technical requirements during the sales cycle and determining ePlus’ recommended solution

• Develop and finalize solution architecture/design and detailed line item configurations and/or bill of materials (BOMs)

• Develop and finalize solution proposal and/or presentation of recommended solution

• Lead technical scoping/reviews with sales team and customers for Statement of Work (SOW) generation

• Function as a subject matter expert (SME) for customer technical staff regarding proposed solution and its design, configuration, implementation, and testing specifics

• Function as technical liaison and ePlus ambassador with field OEM channel sales and technical teams

• Assist sales team with mentoring of junior account managers as it relates to overall opportunity management and technical solution set

• Conduct knowledge transfers with solution architect colleagues and service delivery team regarding solution and OEM product updates/changes, lessons learned from previous engagements/experience, etc. as relevant

• As appropriate, assist sales team in dealing with customer satisfaction issues surrounding technical aspects or approach of a recommended solution and assist in developing a ‘get well’ plan

• Identify product or services candidates to sales and services management as new solution areas for ePlus to potentially develop or invest in

• Complete and/or register for training and maintain OEM certification(s) as requested and approved by immediate manager in accordance with assigned focus area

• Be proactive in highlighting and suggesting areas for improvement in the region’s procedures, structure, reporting, etc. and proposing ideas and solutions to help improve these areas

• Ensure appropriate coverage for in-process and new solution sales cycle opportunities while out of office for training, vacation, PTO, etc.

• Participate in weekly pre sales engineering conference calls with immediate manager and be prepared to review on a weekly basis the current pipeline of opportunities being worked on and forecast for the next 60 days the potential revenue associated to them, win probability, and estimated date of completion

• Complete administrative tasks (expenses, time reporting, pipeline) in a timely fashion

• Conduct ePlus branded “lunch and learns” as requested by management with customers in the region and identify sales opportunities arising from them

QUALIFICATIONS

• Bachelor’s degree preferred

• 5 to 10 years of applicable technical pre-sales engineering experience

• Hold certifications commensurate with the technology and solutions focused on

• Technical pre-sales experience

• Solutions selling sales cycle understanding

• Generating and presenting customer facing presentations

• Familiar with account planning, pipeline management and forecasting

• Ability to draft/compile well written bills of material and statements of work

• Advanced written and oral communication skills

• Seasoned in technical strategy and architecture steering, review, and documentation

• Ability to discuss and…