Job Description – Solutions Architect
The Solutions Architect reports to the Westcon Solutions business unit and will serve as the technical expert, working with channel partners to support the validation and creation of solutions that meet end-customer needs across the Philippines. This Solutions Architect will be the subject-matter expert for the Westcon Solutions security products portfolio.
Act as the technical expert within Westcon Solutions, and liaise with Vendors and partners as needed to fulfil job requirements and maintain vendor and partner satisfaction levels
- To be an internal & external evangelist of Vendor (the key competencies of this role will be their ability to build strong relationships, promote excitement around these vendors, and influence the sales process)
- The Solutions Architects will be resellers and end-user-facing, conducting proof of concepts and demos of Westcon Solutions security products.
- Equip, enable, and generate awareness of how to position cybersecurity and their technologies, creating mindshare internally and in the channel for Westcon Solutions.
- Provide pre-sales technical support on technologies to channel partners and internal resources - pricing, solutions validation, and deal assistance.
- To work with nominated channel partners to identify and qualify vendor opportunities and facilitate knowledge transfer to the channel partner and end user, leading to sales of these and other vendor solutions. This will require expertise in conducting whiteboard sessions with partners
- Arrange, conduct, and manage partner certification training to ensure partners are suitably qualified and certified to transact technologies
- To ensure customer satisfaction through the timely provision of accurate design and quotation documentation and the resolution of customer concerns
- To enable the Westcon Solutions Sales teams to identify opportunities for promotion of security solutions alongside other complementary vendors
- To promote Westcon Solutions technical and service capabilities to vendor staff, as appropriate.
Work in conjunction with other Westcon Solutions technical and sales resources to promote complete solutions where appropriate. Actively seek to partner technologies with other vendors in the Westcon Solutions vendor line card.
- To increase the revenue of the vendor and other technologies as required, in line with the vendor and Westcon Solutions targets
- Engage and develop relationships with vendor Sales and Pre-Sales staff, and work on opportunities in conjunction with them
- Support Account Managers in the achievement of set revenue and GP budgets in line with company directives and objectives.
- Establish a regular engagement with vendor Distribution Partner Account Managers and vendor engineering staff to share pipeline activity, best practice & training.
- Work with Westcon Solutions Sales and Products teams to align vendor objectives with Westcon Solutions business objectives
- Maintain all necessary vendor qualifications and certifications
- Meet all reporting deadlines
Duties And Responsibilities
Channel Partner enablement
- Translation of vendor solutions into a streamlined format that can then be communicated internally and to the partner community.
- Supporting resellers through presentations, queries, and training as required by the business. Focus on presenting products as solutions, presenting real business benefits, and integration with other network architectures.
- Maximize the technical capability of the Sales staff of nominated channel partners, through effective training and personal communication
- In conjunction with Westcon Solutions staff, assist channel partners in closing current and new business.
- To maintain exceptional customer service and consistently strive to exceed customer expectations.
- While working with the Westcon Solutions Sales teams, work independently with the view to closing sales via channel partners
- To monitor & manage customer activity.
- Ensure up-sell opportunities are explored with customer quotations
- Attend technical training on products across the assigned vendor portfolio
End User Customer Visits
- Along with Channel sales and technical staff, attend end user customer sites or other locations to provide appropriate lead and support on the development of end user opportunities for the vendor and identified Westcon Solutions opportunities
- Establishment of POC and demonstration where appropriate.
- Creation of design documentation, ensuring identified business outcomes are accommodated, and ensuring the appropriate measures are taken to ensure compatibility of the complete solution at an architectural level
- Presentation of the technical solution to the channel partner and the end user, where appropriate, to answer questions from the same.
- Create a pipeline/opportunity report for publication to both the vendor and Westcon Solutions
Marketing
- Provide input and direction to marketing plans on a quarterly basis.
- Work with the Sales and Product teams to gain input for the development of educational and solutions-focused marketing programs for the delivery of products & solutions channel.
- Contribute to the execution of marketing programs for technical content and curriculum development where appropriate.
Development of Westcon Solutions Capabilities
- Design and deliver appropriate training to continuously increase the capability of the Westcon Solutions sales resources to identify potential opportunities to promote the Vendor products and value proposition.
Self-Training & Assessment of New Technologies
- Maintain an adequate level of technical expertise and certification.
- Keep abreast of networking technologies and developments in the IT industry.
- Conduct regular meetings with the vendor and other complementary vendors to ensure sufficient knowledge of existing or emerging products and technology and maintain strong working relationships.
- Attend the Vendor's and industry-appropriate conferences and certification events as required or appropriate
Experience
- Experience with complex change management in a technological context
- Proven experience in and networking in a technical capacity, either in presales or as a solutions architect in a customer-facing role
- Experience in Cloud security solutions would be highly regarded
