Senior Solution Architect - Physical Security, Pre Sales - Pipelining

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.

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The Physical Security Senior Solution Architect (Sr. SA) is a field-based technical pre-sales role that focuses on developing comprehensive solutions for CDW customers. This role involves providing consultative guidance, supporting partner product sales, scoping service offerings, and fostering strategic relationships to drive business growth. In this role you will work with customers, delivery, and internal sales teams to develop and maintain strategic relationships and act as a trusted advisor to grow CDW's Security solutions services business.

The Physical Security Sr. SA is expected to be a multi-vendor subject matter expert in several categories of physical security solutions including video surveillance, access control, intrusion detection, integrated sensors as well video analytics and computer vision. Physical Security solutions are changing rapidly and the Sr. SA will help sales teams and customers understand the opportunity to integrate the various solutions to be more proactive in helping clients deter and detect security incidents.

Sr. SA operates independently using standard practice approaches, existing tools, templates, and resources; and readily shares knowledge and information that may benefit the team. The Sr. SA is expected to spend a significant portion of their time onsite at CDW customer locations in their local markets, teaming with Sales for discovery meetings and pre-sales site assessments and design. They work closely with CDW Services delivery teams and subcontractor partners to scope and contract services solutions that help the client attain their desired outcomes.

The Sr. SA develops and maintains strategic relationships with Sales Management of the teams they support and is seen as a trusted advisor to grow their business.

• Design technical solutions using standard approaches (including site walks/assessment), considering the customer's infrastructure limitations/opportunities and presenting solution recommendations to client.
• Develop appropriate assessment and service solutions for CDW customers, including advisory/architecture, deployment, integration & optimizations, technology health checks, deployment services, advisory services, and support and maintenance services.
• Collaborate with customers, delivery teams, and internal sales to offer consultative guidance, plan sales strategy, and author Proposals and Statements of Work (SOWs).
• Analyze technical and competitive considerations, defining actions to meet customer requirements in the sales cycle and deliver enhanced business outcomes beyond initial expectations.
• Maintain strategic relationships with customers, internal sales, and delivery leadership, acting as a trusted advisor to drive business growth.
• Maintain relationships with key strategic partners and maintain at least 3 partner technical certifications.
• Own assigned territory by establishing cadence with vendors, partners, and customers and supporting sales strategy planning.
• Act as a subject matter expert across multiple product families and solutions.
• Uses the CDW Physical Security team's standard tools, templates, resources, and processes for maximum efficiency, productivity, consistency, and high-quality execution.
• Drive sales outreach initiatives, technical enablement projects, and mentoring for other Solution Architects.
• Conducts physical security technology/solutions training for CDW audiences (e.g., Sales, Other Solution Architects), using practice-developed material.
• Develop content to effectively train coworkers and deliver knowledge sharing sessions.

• Bachelor's degree and 5+ years of experience in technical, pre-sales, or post-sale delivery role OR 9+ years of experience in a technical, pre-sales, or post-sale delivery role.
• Motivated, self-starting, and able to independently perform high-quality work with minimal guidance.
• Strong industry knowledge and domain expertise across architecture, products, technologies, and solutions, specifically video surveillance, electronic access…