Senior Security Solution Architect Physical Security

Job description

*Description*
At CDW, we make it happen, together.

Trust, connection, and commitment are at the heart of how we work together to deliver for our customers.

It’s why we’re coworkers, not just employees.

Coworkers who genuinely believe in supporting our customers and one another.

We collectively forge our path forward with a level of commitment that speaks to who we are and where we’re headed.

We’re proud to share our story and Make Amazing Happen at CDW.
CDW – Integrated Security delivers a unified approach to addressing data risk through a unique combination of service offerings.

CDW has brought together industry-leading expertise in cyber security, identity governance and access management, data privacy and analytics, internal audit, and hands-on training services, giving companies everything needed to plan and develop effective risk and security programs.

By integrating these services, we provide our clients with the flexible support they need to protect and leverage data across any part of their organization.

Simply put, CDW is the next generation of risk management.
The Senior Security Solution Architect – Physical Security SSA) role focuses on pre-sales solution design.

This role is responsible for working with internal and external sales teams to plan and organize sales strategies.

The incumbent analyzes the sales environment including customer expectations, competitive environment as well as the customer's technical environment and define actions to be performed in the sales cycle timeframe.

The Senior SSA is a field-based technical presales role.

They are expected to spend a significant portion of their time onsite at CDW customer locations in their local markets.

The Senior FSA develops and maintains strategic relationships with Sales Management of the teams they support and is seen as a trusted advisor to grow business.

The Senior SSA is expected to be a subject matter expert in multiple families of physical security solutions including video surveillance, access control, intrusion detection, integrated sensors as well video analytics and computer vision.

Physical Security solutions are changing rapidly and the Sr. SSA will help sales teams and customers understand the opportunity to integrate the various technical solutions to be more proactive in helping deter and prevent security incidents.

The incumbent in this role operates independently using standard approaches, existing tools, templates, and resources; shares knowledge and information that may benefit the team.
Essential Responsibilities:
* Technology Leadership: Is a passionate learner who demonstrates continuous learning by proactively expanding technical depth in products (cameras, door electrification hardware, sensors, and platform software from industry leading physical security OEMs), integrated solutions, and services to install, configure, monitor and support these solutions.

The Senior SSA is expected to achieve certifications in advanced technologies for CDW's Strategic Partner Certification Requirements.
* Operates with the perspective and insight that business needs, not just technology, establish the limits on what can be achieved.
* Designs technical solutions using standard approaches, considering the customer’s infrastructure limitations and opportunities; analyzes, interprets, and presents assessment results.
* Determines and defines services that complement and/or round out proposed hardware and software engagements, estimates required engineer effort.
* Uses the physical security teams standard tools, templates, resources, and processes for maximum efficiency, productivity, consistency, and high quality execution.
* Provides feedback to technology leaders where opportunities exist to improve offerings, design, and delivery execution.
* Conducts physical security technology/solutions training for CDW audiences (e.g., Sales, Other Solution Architects), using developed material.
* Contributes to the team’s knowledge base and readily shares knowledge with other SSAs,  and Sales.
* Assists new team members by answering questions and sharing expertise on the tools of the job.
* Assists new hires by answering questions and sharing information.
* Sales: Follows up on implemented solutions and identifies new opportunities that complement the work that was completed.
* Researches and reviews customer profile information; applies knowledge of the vertical to develop customer intimacy prior to sales calls and/or strategy sessions.
* Assists customer in understanding their existing physical security, required networking and storage environments, equipment maintenance contracts, upgrade needs, and renewals; analyses the most cost-effective approach for the customer (e.g., renew the contract or purchase new equipment and contract.) The Sr. SSA will partner with other CDW technology practices as necessary when additional technical expertise is required.
* Articulates to customers the Physical Security Practice’s value proposition; articulates audience-centric version of the value proposition to customers, account managers, and partners and uses it to generate additional revenue opportunities for CDW.
* Guides (compares and contrasts) customers in their decision making within CDW;s leading physical security partners, in particular the teams strategic platform partners (Genetec, Verkada, Motorola/Avigilon, Rhombus, Cisco Meraki< and other emerging physical security partners); influences, guides and partners with customers to develop their IT strategy.
* Plans and executes events in territory by replicating plans from other successful events; secures funding to support CDW customer events; drives attendance to sponsored events.
* Leads business-focused technology solution presentations at CDW, Customer, and Partner events and meetings in your territory.
* Uses technology assessments, site surveys, and demos as a sales tool for furthering sales opportunities; identifies cross sell-and/or up-sell opportunities for an engagement, equips/assists FSAs and Sales to pursue it.
* Collaborates with Partners, other SSAs and Account Executives (AE) to drive mapped opportunities; fine tunes strategies and approaches to achieve greater sales results.
* Operates in a regular cadence with multiple partners to educate, plan, and execute on joint strategies in collaboration with multiple stakeholders (SSA,  AE, Sales Managers, Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.
* Develops a detailed and ambitious Territory Plan in collaboration with Partners, and AEs and uses it to manage their business.
* Understands profit margin and how to increase profitability; works cooperatively with field sales to ensure healthy profitability.

Leverages and maximizes partner pricing, partner registration programs, incentive programs, and special pricing, to win business and ensure healthy profitability, provides input on pricing to Account Managers, Field Sales, FSAs, and Partners to increase margin and deal size and position CDW for future opportunities; negotiates pricing with Partners.
* Produces marketing-type documents and materials (e.g., presentationand selling proposals ) to customer in territory.
* Sales Support: Responds to questions about partner registrations, associated registration issues, and customer engagement history.
* Prioritizes time spent on opportunities based on potential return on investment
* Produces Bills of Materials, including product maintenance; writes Statements of Work (including work estimates), RFPs, RFIs, and proposal content.
* Maintains pre-sales pipeline data, develops plans, and takes actions to move opportunities to closure.
Minimum Qualifications:
* Bachelor’s Degree or equivalent experience
* Four-year minimum technical pre-sales or technical architecting experience in physical security (video surveillance and/ or access control)
Other preferred qualifications:
* Stay up to date on physical security products, applications, technical service, market conditions, competitive activities, advertising, and promotional trends through the reading of pertinent literature, seminars, and online training
* Proven project management skills
* Proficient in Microsoft office applications
* Proven success and experience selling physical security solutions and services
* Knowledge and proven success of engaging and working with sales teams
* Ability to execute on territory goals and metrics
* Ability to adapt and change to the business needs of the practice and team coverage model
* Strong interpersonal and presentation skills, including consulting skills
* Strong oral and written communication skills
* Strong passion for learning and teaching others
* Motivated and self-starting
* Ability to think creatively and come up with proactive ideas that will increase sales
* Strong problem solving skills
* Must be able to communicate effectively and in a constructive manner with management, peers and coworkers
* Ability to understand, remember, and apply oral and/or written instructions or other information.

Ability to organize thoughts and ideas into understandable terminology.

Ability to multi-task, organize and prioritize.
* Ability to apply common sense in performing job.

Ability to understand and follow basic instructions and guidelines.

Ability to travel as needed.
Pay range: $120,200 - $140,200 , depending on experience and skill set Annual bonus target of 20% subject to
*We make technology work so people can do great things.

*    
CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada.

A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments.

Together, we unite.

Together, we win.

Together, we thrive.
CDW is an equal opportunity employer.

All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.

     

Required Skill Profession

Computer Occupations