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Senior Solution Architect , Appleat CDW Careers (UK)

Job ID: 
11803
Team: 
Information Technology
Post Date: 
27 Mar 2024
Location: 
London, United Kingdom
Eligible For Remote Work: 
Yes - Hybrid
Contract Type: 
Permanent (Full-time)
Travel: 
50%
Security Clearance Required: 
No

Description

A passion for Modern Workspace is key, and the ability to demonstrate an in-depth knowledge of Apple and the surrounding ecosystem, trends, solutions and Managed Services available to help organisations deliver on their technology and business outcomes.   
CDW’s Modern Workspace Practice consists of a group of highly skilled Solution Architects and Specialists.    
This role of a Senior Solution Architect supporting the Apple Practice is to:  
  • Provide our diverse range of customers with impartial, industry-leading advice and expertise to help them select the right solutions to drive improved technology maturity, deliver new services securely and realise real value through business outcomes.
  • Support the Sales teams in breaking into high-value new accounts, demonstrating the experience, expertise and strength of opinion that proves credibility.
  • Work in close partnership with the internal CDW Sales and Specialist teams to identify new opportunities whilst driving proactive development of converged pipe/funnel.
  • Lead presales opportunities from inception through to handover into delivery.
  • Support the development of the team and the wider department by contributing to team projects as well as helping team members with customer engagements and mentoring to help them achieve their own goals and career aspirations.
  • Act as a thought leader and Input in to CDW’s technology go-to-market message, driving and promoting our opinion, breadth of capability and experiences to internal teams, customers and partners
 

KEY RESPONSIBILITIES  

  • Customer Opportunities - Work with customers, salespeople and Business Development Managers to qualify opportunities, understand business and technical requirements to design the most appropriate solutions whilst maintaining accurate and up-to-date information within CDW’s CRM system to support sales forecasting and pipeline management. 
  • Documentation - Produce high quality documentation from solution designs and request for proposal (RFP) responses to total cost ownership (TCO) models, business cases, high level designs (HLD’s) and statement of works (SoWs) 
  • Upsell - Identify potential to expand opportunities where possible and engage and coordinate resources from other teams to support. 
  • Handover – Support the smooth handover of projects into the delivery teams and acting as an escalation point during their life and transition into service. 
  • CDW Evangelist - driving and evangelising CDW capabilities to our customer base in a credible, approachable and relatable way. Differentiating CDW through its productised services, consulting capability and security expertise. 
  • SME Evangelist - Explain and evangelise the features, benefits and technical specifications of your subject matter and adjacent technologies, solutions, and services to internal and external audiences. 
  • Internal Collaboration – Build and develop strong relationships across the business, including with Sales, Professional Services, Managed Services and the wider presales community to draw upon as the need arises. Support the documentation and adoption of agreed standards and practices within our deployments and work to ensure a high-quality engagement for every customer. 
  • Go-To-Market Development – Work with the team, the Practice Lead, Office of the CTO and key stakeholders to continually assess technology trends and our solutions portfolio and supporting the creation, launch, marketing and ongoing development of new propositions. 
  • Repeatable Solutions – Support making what we do more repeatable, more profitable and less risky by helping to identify and build standardised offerings, boilerplate content and packaged services. 
  • Partner Engagement – Cultivate strong relationships with CDW’s partner community to stay up to date with offerings and roadmaps and leverage this knowledge as an agnostic advisor to customers. 
  • Sales Enablement - Assist CDW sellers with technical guidance on a variety of products and solutions across a range of customer sizes and types and evangelise the team’s capabilities. 
  • Customer Retention - Act as a trusted adviser to key customers through building knowledge of their environments. 
  • Accreditation – Attain and maintain the highest level of relevant accreditations in key areas as required. 
  • External Brand – Use social media and other means of effective communication for self-marketing, raising awareness and profile. 
 
QUALIFICATIONS, SKILLS AND EXPERIENCE  
  • An experienced individual in Apple within a technical pre-sales capacity or similar role with experience in designing complex solutions for a range and size of customers, within different verticals.
  • A great understanding of the Apple market and key areas, including Devices, Device Management and Application Frameworks
  • Demonstrable customer outcome experience in  JAMF and Intune
  • Previous experience in a channel presales role or similar including leveraging partner resources, incentives and teams during presales engagements.
  • Experience selling both professional and managed services.

ESSENTIAL ATTRIBUTES  

  • Self-driven and self-motivated
  • Ability to lead customers and articulate a cloud journey that delivers tangible benefit quickly whilst maximising the scope and potential of an engagement.
  • Commercial acumen with an awareness of the financial implications of design decisions across Capex and Opex budgets and how they affect TCO and return on investment (ROI).
  • Experience and ability to develop and build relationships with a range of stakeholders, including C-suite.
  • A demonstrable track record of getting stuff done whilst managing competing pressures and deadlines whilst retaining an eye for detail and quality.
  • A passion for technology and its ability to have a positive impact on business.
  • Quality focused with excellent attention to detail producing high quality documentation from solution designs and RFP responses to TCO models, business cases, HLDs and SoWs

CUSTOMER FOCUS AND WAYS OF WORKING  

  • Each coworker is accountable for their actions and is required to exercise good judgment in everything they do. Part of that responsibility includes ensuring that you understand and live up to the values and standards we set for ourselves in the CDW Way, the CDW Way Code (our code of ethics and business conduct), the Information Management System (IMS), and all other policies and procedures relevant to your role.
  • Each coworker has a responsibility to ask questions when they are unsure of CDW’s values, standards and policies, and to take action if they believe someone else is not acting consistently with those values, standards and policies.    
  • Each coworker is responsible for maintaining customer focus and for periodically reviewing the Circle of Service Philosophy and the Quality Policy to understand CDW’s commitment to excellent client service and continual improvement. Co-workers must report any customer problems, feedback, service outages, and service improvement suggestions to management.
  • Each coworker is required to follow  CDW’s policies relating to Information Security and Data protection, specifically to:
    • Protect all information assets from unauthorised access, disclosure, modification, destruction & interference
    • Treat the security of all information assets according to their designated information security classification
    • Ensure that they only access information assets that they are authorised to do so
    • Adhere to the procedure for reporting any security weakness or event
    • Commit to, and participate in, personal development of information security awareness & knowledge
    • Comply with all laws and contractual obligations regarding the protection of data
     
      
      
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