Mobility Presales Engineer

CDW Corporation

The Mobility Field Solution Architect (FSA) is responsible for planning, design and overseeing the integration of mobility solutions for customers in their identified territory or segment. This is a technical field sales position that works in cooperation with the sales and solutions teams to drive profitable revenue of mobility solutions. The Mobility FSA is responsible for driving the CDW Mobility value proposition and provides technical expertise around the mobility offering. The Mobility FSA is responsible for providing onsite technical sales discussions, solution designs, demonstrations and other sales activities related to the sale of the full CDW mobility offering. The Mobility FSA will align with account managers, field sellers and partners to develop solutions and close opportunities based on the CDW value offering (including but not limited to activations, wireless solutions and service, applications and Mobile Device Management). The Mobility FSA provides current and new CDW customers with high quality, vendor neutral mobility solutions.

Key Areas of Responsibility

• Proactively build and manage a mobility sales pipeline.
• Drive strategic mobility initiatives and maintain revenue and profit targets.
• Driving high margin mobility hardware, software and service solutions.
• Be the primary contact & sales resource for all Field Account Executives including branch offices.
• Foster leads from account managers, ISA & field sales teams based on customer demand.
• Scope engagements and recommend customer centric vendor neutral solutions
• Have an in-depth understanding of the full CDW mobility and overall services offerings
• Coordinate prospect meetings, teleconferences, and face to face meetings.
• Facilitate education to field and branch sales teams to enable them to be highly successful selling and uncovering new opportunities and engagements.
• Educate customers and sales teams on the CDW Mobility Services offering through conference calls, conduct presentations online and in-person to existing and potential customers, and other proactive sales activities.
• Align with complementing solutions partners to develop and maintain joint territory strategy.
• Accountable for registration and uncovering of additional profitability through vendor profit incentive programs on proposed solution offerings.
• Maintain vendor partnerships, attend trainings and seminars
• Keep the sales organization updated on market trends and best practices as they relate to mobility solutions.
• Attend and speak at CDW led marketing efforts including manufacturer/industry and partner tradeshows, regional technology seminars and sales events.
• Provide support with speaking engagements when appropriate.

Responsibilities

• Work with Partner and CDW Delivery and Implementation teams to ensure proposed solutions meet customer expectations.
• Maintain credible knowledge of complementing and competing technologies and solutions, for example Unified Communications, virtualization, security and wireless network infrastructures.
• Maintain deep technical expertise around carrier activations, mobile device management, mobility software offerings and applications.
• Facilitate and perform demos for clients.
• Create and deliver client seminars, workshops, polished proposals and RFP responses as necessary.
• Conduct Mobile Device management and mobility planning workshops with customers to identify their workloads in order to recommend a mobility solution that spans MDM, activation, applications, virtualization and cloud business drivers.
• Work with other field solution groups to close the gap with UC, virtualization and security that make up a mobility solution.
• Help to create business development activities, perform demand generation and provide follow-up to business development activities.
  

Minimum Qualifications

• Bachelor’s Degree.
• 4 years or more of enterprise mobility experience or technical mobile sales.
• 4 years or more experience in carrier sales or presales/consulting sales experience
• Ability to travel up to 75% of the time.
• Minimum 1 year experience with Mobile Device Management expertise offering multiple solutions.

Other Required Qualifications

• Thorough knowledge of at least one of the Mobile Device management platforms and multiple mobile operating systems.
• Strong group and individual presentation skills.
• Proven consultative sales skills.
• Strong oral and written communication skills, interacting with internal and external customers.
• Strong examples of collaboration skills with peers, other departments, partners and customers.
• Proven partner engagement and vendor agnostic sales ability.
• Ability to execute on territory goals and metrics while demonstrating ability to adapt and change to the business needs of the practice and team coverage model
• Strong organizational skills and attention to detail
• Efficient in Microsoft office applications
• Ability to problem solve, multitask and communicate effectively and in a constructive manner with management, partners, peers, customers and coworkers.
• Proven success in utilization of Carrier sales tools, mobile device management and ordering portals.
• Proven success and experience selling technologies solutions and services to small business, enterprise or global customers through engaging direct sales teams.
• Strong Executive presence and ability to engage with high levels contacts within external and internal organization.

Preferred Qualifications

• 120% of territory and activation goals for previous calendar year (Internal candidate only).
• Minimum 2 years as Senior or Executive Solution Architect (internal candidate only).
• Knowledge of the full CDW mobility solution, tools and processes and
• Understanding of the CDW sales organization and processes.
• Strong passion for learning and teaching others
• Motivated self starter
• Current certifications and trainings related to carrier activation and MDM solutions.

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