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Practice Lead - Workspaceat CDW Careers (UK)

Job ID: 
10692
Team: 
Engineering
Post Date: 
12 May 2022
Location: 
London, United Kingdom
Eligible For Remote Work: 
Yes - Hybrid
Contract Type: 
Full-time
Travel: 
50%
Security Clearance Required: 
No

Description

CDW’s Workspace Solutions team is a team of Solutions Architects and Specialists that is part of the wider presales technical group. Its role is to:
  • Provide our diverse range of customers with agnostic, industry-leading advice and expertise to help them select the right technology solutions and make the most of them
  • Lead presales Workspace opportunities from inception through to handover into delivery
  • Own CDW’s Workspace go to market message, driving and evangelising our opinion, breadth of capability and experiences to internal teams, customers and partners
In this role you will act as a “player manager” for the team, both leading it and acting as a senior architect within the wider Solutions group. The role has three key areas of responsibility, which are broken down by approximate split:
  • 40% - Act as a senior architect, using a combination of your own depth of expertise as well as the wider team to own complex opportunities, engage with customers and win high value business
  • 40% - Develop the team, both in overall capability and in helping individuals achieve their own career aspirations
  • 20% - Oversee the team by handling incoming opportunities, recruiting new co-workers, and dealing with issues and escalations

You will be responsible for managing your own diary and hours so how any given week ends up looking will be up to you. The job is also very varied but here are some of the things you can expect:
  • Customer Opportunities - Work with customers, salespeople, BDMs, and other architects to qualify opportunities, understand business and technical requirements and design appropriate solutions using the workspace portfolio and adjacent technologies whilst maintaining accurate and up to date
  • information in CDW’s CRM system to support sales forecast and pipeline management
  • Documentation – Lead small virtual teams to produce high quality documentation from requirement captures, proposals, conceptual designs and RFP responses to complex TCO models, business cases, HLDs and 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, friendly and relatable way. Differentiating CDW through its productised services, consulting capability and Workspace expertise.
  • Workspace Evangelist - Explain and evangelise the features, benefits and technical specifications of the workspace portfolio and adjacent technologies, solutions and services to internal and external audiences
  • Team Growth – Support the continued growth of the Workspace Team by assisting in recruitment, inductions, training, mentoring, shadowing, peer reviews and by providing feedback.
  • 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. Drive 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, Head of Technology Solutions and key stakeholders to continually assess technology trends and our solutions portfolio and supporting the creation, launch, marketing and ongoing development of new propositions in response.
  • Repeatable Solutions – Proactively identify, assess and own the development of ways to make what we do more repeatable, more profitable and less risky by building 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. Work with partners, the partner management team and other stakeholders to support and drive strategic growth plans and meet agreed targets.
  • Commercial Acumen – The role requires that you understand the commercial impact of the proposed solutions and assist customers and CDW’s sales teams in choosing the correct solution to meet budget and expectations.
  • Sales Enablement - Assist CDW Salespeople 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
  • External Brand – Use social media and other means of effective communication for self-marketing, raising awareness and profile and displaying thought leadership to build your own and CDW’s brand in the market
  • Leadership Support - Support the Head of Solutions by providing input into team meetings, one-to-ones, appraisals, and assessments. Executing against short-mid and long-term initiatives.
  • Team Management - Check in with the team to understand what they are working on, what they need support with and share what they’ve learnt and achieved over the previous week(s)
  • Team Management - Manage the flow of incoming opportunities to help qualify, prioritise, and assign work to the team whilst ensuring a balance of customer engagements and development work

Knowledge and Experience
  • Proficiency in capturing requirements and creating designs for cross domain / multi-workstream solutions and their adoption, with a proven ability to use this to own and win complex opportunities with mid-market and enterprise customers
  • Previous experience in a channel presales role or similar including leveraging partner resources, incentives, and teams during presales engagements
  • Some level of experience managing small groups, but formal line management is not essential – much of the work happens in virtual teams and experience here is a bonus.
  • Very strong real-world knowledge of at least one subject matter area within Hybrid infrastructure, workspace, security or cloud solutions and services. With an understanding of how to position further transformation towards target operating models.
  • Ability to lead customers through a change journey that delivers tangible benefit quickly whilst maximising the scope and potential of an engagement
  • Commercial acumen with a strong awareness of the financial implications of design decisions across Capex and Opex budgets and how they affect TCO and ROI
  • Experience selling both professional and managed services
  • Experience leading small virtual teams where you are authoritative or just influencing
  • Confidence speaking at C-level down to engineers whilst delivering a relevant and compelling message
  • A demonstrable track record of getting stuff done whilst managing competing pressures and deadlines and retaining an eye for detail and quality
  • A passion for technology and its ability to have a positive impact on business
  • Relevant technical certifications within at least a single subject matter area
  • Experience capturing requirements and designing solutions across multiple technology domains
  • Previous management/leadership experience

Personal Attributes
  • Self-driven, doesn’t require micro management.
  • Passionate about technology and the impact it can have on business and our customers
  • Articulate and credible
  • Quality and detail orientated
  • Positive attitude and influence to others
  • Fast learner and able to adapt to new technology and keep abreast of current industry trends and practice
  • Excellent communicator in all forms to key customer stakeholders
  • Excellent organisation and time management skills.
  • Commercial aptitude to specify appropriate solutions.
  • Able to achieve potential, stay inspired and motivated
  • Desire to retain the highest levels of accreditation in the area of specialist focus
  • Able to drive an individual plan based on business strategy
  • Able to create and execute against a team plan based on business strategy
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