Cloud Solutions Specialist

  • Zones
  • Portland, OR, USA
  • Nov 12, 2019

Job Description

As a rapidly growing global provider of IT solutions, we’ve expanded from Seattle to Sydney and beyond – with reach in over 80 countries around the world. Today’s top brands count on Zones and our world-class partners – Microsoft, Apple, Cisco, Dell, Lenovo, and more – to transform their enterprises. To support this transformation, Zones offers products and services across four Solution Environments: Workplace Modernization, Network Optimization, Data Center Transformation, and Security Fortification. At Zones, work is more than a job – it's an exciting career immersed in an inventive, collaborative culture. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you! Position Overview The Cloud Solutions Specialist (CSS) is responsible for driving and co-owning software and services within his/her assigned region with a focus on cloud-based solutions. The person in this role is expected to take a consistently proactive approach to discovering software and services business in the region with new customers identified by associated teams or uncovered through self-driven discovery. The CSS is the lead in the region for initial sales success with new customers and serves as the expert on the customer’s software and services strategy as the customer is migrated to a management team that works to grow the breadth of the sales relationship. In developing the initial success with a customer, the CSS will work with internal teams and external partners to define and deliver the combination of software and services that the customer requires to achieve their goals. To do so, the CSS will act as a liaison between Zones’ Professional Services teams, Solutions Architects, software partners, and infrastructure partners. The CSS will capture requirements from the customer, describe the elements of the solution, and help to create a Scope of Work (SoW) that will be used to define and price the solution. Practice Summary and Role Expectations This team operates within the space of Public Cloud, Hybrid Cloud, and on-premises technologies. Our goal is to provide the expertise that identifies the software, services, and environment that will enable customers to operate in the environment that is best-suited for their goals. The CSS role is not a fully technical role but demonstrated technical acumen at the level required to credibly describe a path from a customer’s current state to the desired state is a must. Demonstrating this level of competence will require holding or earning certifications in cloud and on-premises software and infrastructure. Effective CSS‘s will understand and be able to articulate the value of software as a service, professional services, and infrastructure choices involving the best-known partners in the industry including, but not limited to, Microsoft, VMware, AWS, Oracle, Symantec, Cisco, McAfee and many more. Beyond understanding how the technologies interact and support the customer’s goals, the CSS will have to understand the sometimes-complex licensing programs that are used by the producer of the product. Key Responsibilities The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The Cloud Solutions Specialist is primarily responsible for: Partner and co-own sales activities at a customer level Performance and success will be measured by gross profit performance Performance-based quarterly incentives will be structured in commission format Analyze & gather business requirement from large and complex client environments Perform required research and investigation to identify and create thorough, accurate solution proposals based on client requirements Understand and articulate various licensing methods Responsible for partnering with BDMs and local sales leadership to drive net-new business opportunities First-line preparation of cost estimates for licensing and product sales as well as professional services (deployment, migration, implementation, workshops, etc.) by understanding the customer’s plans, consulting with technical resources, practice leads and other professional and technical personnel (both internal and external). Develop high-level design, statements of work (SOW), service design and bills of materials (BOM). Contribute to CSS team effectiveness by identifying short-term and long-range issues that must be addressed; provide information and commentary pertinent to deliberations; recommend options and courses of action; implement directives General Business Development, Marketing, and Partnerships Develop relationships and act as liaison to partners to ensure available resources are being utilized where appropriate Act as a solution evangelist for marketing activities including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc. Partner with stakeholders and drive solution marketing activities by delivering content and messaging We are seeking candidates with the following experience and skills Knowledge, Skills, and Abilities: Bachelor’s degree with a preference for business and demonstrated achievement of technical certification or training Ability to sell, scope, price with limited support Familiarity with Microsoft software and infrastructure licensing plans Documented successful sales of technology solutions is preferred Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel to position sales and solutions Miscellaneous Minimal travel required Maintain and report on sales and service activity, sales pipeline, and project status Maintain and acquire technical certifications Attend educational workshops; review professional publications; establish personal networks; participate in professional societies as appropriate Zones offers a comprehensive Benefits package While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, a 401(k) plan with matching provision, paid time off, and much more. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse. At Zones, work is more than a job – it's an exciting career immersed in an inventive, collaborative culture. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!