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.
The Data Center Solution Architect works closely with the Zones sales teams to help grow the profitable sales of infrastructure solutions within a region and/or market. The goal is to help manage the above market growth rate of revenue and gross margins for hardware, software, and services for enterprise product defined as primarily servers, storage, networking, and other advanced technologies.
The Solution Architect’s role is one of a pre-sales resources to utilize their technology background to lead the consultative discovery of the client/prospect’s business goals, objectives, and challenges and to translate them into effective infrastructure solutions. Your ability to achieve sales and profit goals will transpire through joint account planning, partner teaming (internal & external), on-site client interface/visits, engagement/solution development and implementation support/follow-up. The SA plays a leadership role, by analyzing business requirements, presenting related solutions, and driving the business case and financial justifications.
This is a remote position - we prefer this person to be based in Dallas or surrounding area. The capability to occasionally meet or work onsite may be requested.
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 Solutions Architect I is primarily responsible for:
Working with Sales Management and Account Executives:
Planning and Reporting with the PSG Regional Director and Sales Management to manage pipeline towards goal achievement
Joint Account Planning to help identify opportunities in accounts
Sales Calls and Presentations to Identify and Close Solutions Opportunities
Solutions Development based on the clients/prospect’s requirements
Joint Bid and Proposal Development with Sales
Prepare SOWs and Services Estimates
Equipping and Training the Sales Organization on Solutions and How to Find Opportunities
Pipeline Management and Forecasting of Product and Services Revenue/GM for Defined market
Prospecting and Develop Opportunities Independently as time permits
Working with Manufacturers, OEMs, and Software Publishers (Partners)
Build and Maintain Regional and Local Relationships with Partners Channel and Direct Sales Organizations
Go to Market Planning with Partners to Identify the Best Opportunity Areas and Accounts to Target
Develop and Deliver with marketing and Partners – Demand Generation Campaigns and Events
Maintain Certifications as Necessary to Enable Zones to be able to Resell the Products, and Maintain the Highest Level of Vendor Rebates and Lowest Cost
Working with Clients
Build and Maintain Relationships, Particularly Technical Relationships in Assigned Accounts as Appropriate to Farm Additional Opportunities
Perform Needs Assessments as Appropriate
Perform Short Term Billable Engagements to Keep Skill Set Short, Offset Some Cost of Sales. These are generally Assessment, Proof of Concept, or Architectural type of Engagements
Strong business acumen and understanding of clients IT related business goals and challenges to ensure proper translation of the client’s needs into technology solutions
Ensure Customer Satisfaction Levels with Stated Goal of 100%
Working with Team
Support other SAs sales Activities as appropriate utilizing your Subject Matter Expertise
Support other Geographic Areas and Practices as Needed based on Skillset, Demand, and Availability
Keep Pipeline, Forecast, Time and Billing, Project and Activity reporting Current based with Defined Tools and Meeting Submittal Deadlines.
Support and Work with Expert Connect in Configuration, Bill of Material and Solution Definitions to ensure Accuracy and Quality of Orders
We are seeking candidates with the following experience and skills:
Bachelor’s degree in Computer Science, Engineering, Business or related discipline; equivalent years of experience is acceptable
At least 2 years of experience in an enterprise environment and a minimum of 1 years in a pre-sale’s technical role
Excellent written, presentation, and verbal communication skills including demonstrated experience presenting technology recommendations from a business perspective
Understanding of the industry, market, customers, competitors, suppliers, partners and capabilities of the business.
Ability to communicate effectively with clients, colleagues and management.
Professional, business-focused attitude and courteous manner towards clients, partners, and peers
Ability to travel an average of 25% of the time
Technology Focus and Requirements
Comfortable interacting with employees at all levels of a large organization, including C-level executives in a technical pre-sales capacity and the ability to design and architect solutions from OEM validated designs from major industry leaders including: Cisco, Dell/EMC, HPE, NetApp, Nutanix, VMware.
Experience with application servers, Windows Active Directory, and Virtualization solutions.
Extensive knowledge in Hyperconverged and Converged Infrastructure solutions.
Extensive experience with enterprise, midrange and commercial grade storage solutions including data protection, Storage Area Networks (iSCSI, Fiber Channel, FCOE, or Network-attached Storage (NAS)).
Knowledge of the operational functions of network equipment such as servers, switches, routers, monitors and various other specialized equipment
Extensive experience in Datacenter Architecture including: Network, Compute, Storage, Backup, Cloud, Databases, Data center hosting, Big Data, Converged Infrastructure, Data Center Networking, and Systems).
Strong understanding of Resilience and Recovery (High Availability / Clustering / Disaster Recovery)
Expertise in positioning converged or hyper-converged compute, with virtualization & software defined DC architecture
Experience in DC monitoring, automation & orchestration tools with experience with Infrastructure technologies (Compute, Network, and Storage) are required and experience with Public /Private Clouds (IaaS, SaaS, LaaS, PaaS) preferred.
Strong Virtualization expertise in VMware and / or Citrix solutions.
Experience in other technologies areas such as SAN, backup, recovery, switch, security technologies and VDI.
Working knowledge of data protection solutions.
Hybrid Cloud design and scoping.
A working knowledge of on-premise and cloud backup solutions.
Active technical certifications from technology leaders like Cisco, Dell/EMC, HPE, Microsoft, Netapp, Nutanix, VMware, and other relevant Data Center technologies.
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!