Solution Specialist - Schneider Electric UPS

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.
* Job Summary:
* The Solution Specialist proactively drives the growth of our partner solutions as an technical architect resource for Sales, Integrated Technology Services (ITS), and most importantly - our customers. The Solution Specialist serves as the Subject Matter Expert for one of our many technology partners. They are expected to know the partner's technology at a deep level and can advise our customers on the best decisions to achieve their business goals and/or solve their challenges. This individual supports the partnership by building impeccable relationships with both CDW/partner account teams and customers; understanding customers' organizational challenges, opportunities, and strategic goals; creating demand for innovative solutions that solve customer needs; and designing the proposed solution that best fits our customers' requirements. The Solution Specialist will work closely with segment sales, Integrated Technology Services (ITS), and Product Partner Management (PPM) leaders to drive continued operational enhancements to support our customers and support product/services revenue growth in key strategic focus areas. The Solution Specialist is also tasked with leading campaign and training initiatives with Sales and/or ITS that drive pipeline growth and customer engagement with their designated partner. This position is an inside-based role with the expectation to travel occasionally to customers, events, trainings, and internal meetings when necessary. In most cases, this position is paired on a team with a field-based resource also assigned to their designated partner and assigned coverage.
* What you will do:
* Be a subject matter expert on the designated partner's products, programs, and go-to-market strategies and effectively be able to communicate these with customers, Sales, and Integrated Technology Services (ITS).
* Designs technical 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.
* Attend customer facing events and/or conference calls to communicate the value add of CDW and the partner.
* Communicates and trains Sales/ITS teams 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.
* Assists the partner and Product and Partner Management (PPM) contacts in creating messaging and promotions that directly align with the specific customer set that is being supported.
* Acts as a resource to customers and CDW coworkers alike for advice and recommendations on technical design issues and product choices.
* Assists customers 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 and/or metered consumption options as part of the sales proposal and discussion; looks beyond the current infrastructure/problem toward a three-to-five-year roadmap.
* Articulates the ITS Practice (Integrated Technology Solutions) value proposition to customers, account managers, and partners and uses it to generate additional revenue opportunities for CDW.
* Initiates new event ideas; collaborates with partner, Sales, and PPM to design customer events that can be leveraged to drive customer pipeline growth.
* Delivers presentations and conducts technical sales conversations with confidence and credibility, both in small meeting and large group formats.
* Operates in a regular cadence with designated partner to educate, plan, and execute joint strategies in collaboration with multiple stakeholders (ISA, AE, Sales Manager, Field Sales).
* Proactively supports a territory sales strategy (geography and/or market segment) to establish technical credibility and solution awareness within CDW, partner, and customers.
* Provide Why CDW to partner sales and presales.
* Delivers compelling and convincing presentations addressing specific requirements and expectations.
* Effectively links the technical features and functions of your proposed solution with tangible business benefits that solve customer challenges, create new opportunity, and accomplish strategic goals.
* Demonstrates expert technical skills in assigned area of specialization. Identify key decision makers and drive in closing the sale.
* Demonstrates expert consultative selling techniques, including active listening, framing, white boarding, storytelling, etc. and can effectively tailor their approach to the audience.
* Understand the market trends and specific needs of assigned segment and/or region as well as be able to identify and communicate wins/challenges of the business internally and externally.
* Understand the competitive landscape in assigned segment and/or region and how market conditions can impact CDW, and the partner being supported.
* Obtain and facilitate necessary partner and industry certifications.
* Travel as needed.
* Other special projects upon request.
* What we expect of you:
* Bachelor's Degree or equivalent experience and 3 years of experience in the technology industry with focus on technical consulting and solution selling, OR
* 7+ years of experience in the technology industry with focus on technical consulting and solution selling
* Demonstrated subject matter expertise with the designated partner's technology.
* Excellent verbal and written communication skills with the ability to effectively interact with all stakeholders, including partner, CDW, and customer executives.
* Understanding of technical terminology, concepts, and platforms with holistic knowledge of the industry.
* Proven success and experience selling technologies, 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 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.
* Proficient in Microsoft Office applications.
* Demonstrated ability to multitask.
* Demonstrated financial and business acumen.
* Ability to think strategically and analyze information.
* Ability to travel as needed on occasional basis to customers, industry events, trainings, and internal meetings.
* 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.
* 2+ years of technical consulting/architecting experience.
* Understanding and experience with Schneider Electric UPS systems a plus
* Established track record of successful quota-driven sales attainment.
* Outstanding phone, platform speaking and presentation ability.
* Working knowledge of warranty and renewal business.
* Relevant industry certifications.
* Pay range: $55,000- $72,000 depending on experience and skill set
* Annual bonus target of 20% subject to terms and conditions of plan
* Benefits overview: https://cdw.benefit-info.com/
* Salary ranges may be subject to geographic differentials
* We make technology work so people can do great things.
* CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive. 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.