Business Consulting Pre-Sales Architect
2 weeks ago
The Digital Velocity Business Consulting Presales Architect is a business, sales and solutions thought leader at CDW. The Digital Velocity Business Consulting Presales Architect partner with senior sales leadership, internal account executives, delivery teams, and prospective clients to drive customer outcomes by understanding client’s business and customer needs and designing tailored strategic engagements to address those needs. Digital Velocity Business Consulting Presales Architects identify and track key strategic accounts with sales leadership and ensure practice presales resources and additional shared services resources are aligned and accountable to those identified accounts.
The primary purpose for this position is to focus on consistent high-quality results in complex pre-sales and delivery-related activities for services engagements and implementations across multiple practices. This position is also responsible for achievement of all solutions and services performance objectives, revenue targets, and other key metrics. This role is also responsible for understanding clients’ business requirements as they pertain to digital technologies, including digital business strategy, customer experience design, digital marketing, content / asset management, application modernization, DevOps / Agile processes, intelligent interactions / conversational AI, and digital workspace to uncover revenue/business opportunities within the segments they cover.
Key Areas of Responsibility
- Develop comprehensive understanding of the pillars of the CDW Business Consulting team, including Digital Business Strategy, Marketing Strategy, User Experience Design, Organizational Effectiveness, DevOps.Be able to promote the value proposition of the CDW Business Consulting (multi-solution) approach with clients and compare with other digital solutions.
Work with sales leadership to drive full stack, full lifecycle, full outcome services sales and overall financial results in sales segment - Ensure practices and supporting teams are in alignment with full stack, full lifecycle, full outcome execution in sales segment
- Create and execute on services forecasting cadence per segment and help roll up into the region for monthly business reviews.
- Compile and forecast weekly for services segments / business units and commentary and win documentation
- Partner with sales to provide input, direction and communicate key objectives and updates
- Oversee segment services enablement activities to support revenue target objectives in each segment.
- Define priorities with sales leadership and communicate to CDW stakeholders
- Participate in and align resources that generate account profitability and provide high-quality services for key targeted account planning Attend key customer meetings as executive spokesperson
- Collaborate with practice leadership and other appropriate CDW roles on resource assignments in investment and key accounts and ensure agreed to assignments are profitable through margin and providing high-value to clients.
- Organize priorities and track results for key investment/focus accounts. Regularly report on the status of priorities and results of key investment account profitability and future initiatives to grow revenue and profit to senior leadership.
- Develop Professional Services Estimates, Product Proposals, SOWs (Statements of Work), At-a-glance documents, business cases and RFP responses as needed to drive repeatable business.
- Report on customer and seller trends (VOC)
- Heat Map customers with sales and create investment account strategies.
- Help facilitate creative deals (Partner funding with PPM, use of unbilled, GP retainers)
- Prioritize and define key repeatable process for area in sales segment alignment and engagement
- Attain revenue and gross profit growth targets within their segment / multi-state region.
- Collaborate and coordinate with Sales, Solutions Architects, Services Teams and Management to achieve Services goals and attainment of all targets.
- Lead, collaborate and participate with Sales and Solutions team(s) on customer sales calls and sales / customer strategies with “C” suite level.
- Manage segment efforts to educate sales teams and inform customers about CDW Business Consulting services offerings and capabilities.
- Establish and cultivate a solid working relationship with internal sales executives, business development managers, and other pre-sales architects
- Provide overall engagement management and oversight for strategic customer engagements and programs that have large revenue potential and/or service level agreements attached.
- Analyze economic, competitive and industry changes affecting services in their segment and make recommendations on innovative service offerings that will keep CDW as an industry-leading services provider while increasing opportunities for services revenue in the segment.
- Regular cadence with Sales, Services Leadership on staffing plans and services pipeline.
- Cultivates the company reputation as a leading edge provider of services solutions.
Education and/or Experience Qualifications
- Bachelor's Degree in Business Management or a related field or equivalent experience
- Seven years of related consulting or IT services delivery experience
- Previous consulting management experience required
Required Qualifications
- Demonstrated ability to apply digital strategies by leveraging a technical background and knowledge to define business direction
- Demonstrated ability to develop service offerings, go-to-market strategies, business planning, and other activities important to building business.
- Demonstrated communication and presentation skills, including formal and informal presentations to large and small audiences.
- Ability to identify and creatively resolve client, project and people issues
- Proven ability to proactively collaborate and build relationships, take initiative, and creatively problem solve
- Ability to lead and coach to ensure attainment of critical results
- Ability to act as a trusted advisor in a strategic partnership
- Ability to balance multiple priorities simultaneously and adapt to the changing needs of the business while meeting deadlines
- Must be able to communicate effectively and in a constructive manner with management, peers and coworkers
- Demonstrated attention to detail and a penchant for accuracy
Preferred Qualifications
- Proven negotiation skills.
- Knowledge of CDW and products and services
- Experience working with regional vendors and business partners
- Ability and willingness to travel a minimum of 40% as needed to other CDW locations or client sites
- Strong understanding of customer outcome planning and selling
- Ability to create peer and above level followership
- Strong risk management skills
- Strong background in Advanced Technologies
- Prior professional services consuting or presales experience
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