Requisition Number:95171Position OverviewAs a Senior Field Architect (SFA) for Insight, you will combine a diverse technical and industry background coupled with a deep understanding of how technology impacts a business environment. The SFA is able to translate a business need into a technical solution and articulate the value of that solution back to business decision-makers supporting complex solution sales opportunities. The SFA takes a primary technical role in opportunity identification and qualification on behalf of one or more Solution Client Executives (SCEs). The SFA is focused on opportunities that may span multiple solution areas and services offerings. A SFA will leverage one or more Solutions Architects and Services subject matter experts to manage a technical sales campaign depending on the specific technical and services requirements of that opportunity.The SFA takes a consultative approach to selling, focusing on understanding customer business requirements, and translating those into working technical solutions that comprise of product (hardware, software, subscription) sales and desired services engagements. The SFA is expected to interact heavily with IT and business decision-makers within their customers not only to expand the scope of existing opportunities, but also to continue identifying new opportunities on an ongoing basis.Insight is looking for talented individuals who are passionate about emerging technologies and excited about the opportunity to work for industry-leading organizations. The SFA is expected to have strong working knowledge of most data center technologies including Storage, Compute, Virtualization, Backup and Networking. Additionally, it is expected that the SFA be conversant with most cloud providers with deeper expertise in one of them. Functional understanding of how Data Protection works from a Disaster Recovery and/or Business Continuity is also a plus. Lastly, strong functional understanding of Automation & Orchestration technologies (IAC, Config Management, etc.) is very much desired.ResponsibiltiesOwns overall technical relationship with assigned opportunities.Owns development of proposals that address complex opportunities with input from othe Insight architects and Subject Matter Experts (SMEs).Identifies customer business and technical requirements for all opportunities.Participates in all internal sales meetings as technical representative.Participates in the development Statements of Work (SOW) for all services activity, with input from Solutions Architects and Solutions Engineers as well as the Regional Engineering Director or Manager.Owns the technical aspect and is a participant in increasing share of wallet in target and strategic accounts.Owns the development of high-level designs for solutions presented with input from SMEs.Participates in validating the strategy of responding to RFPs. For valid RFP/RFI opportunities, coordinate the response to these cycles.Obtain and maintain required vendor certifications as required to support Insight certification requirements or goals.Reports to management on a weekly basis an accounting of time engaged in pre-sales activities, billable activities, and professional development and company initiatives.Actively tracks opportunities being worked on, providing regional leadership a weekly report on the revenue, gross profit and services associated with the efforts of the Architect What you'll need to succeedBusiness SkillsAbility to dissect complex business and technical challenges and develop Insight proposals that address our client need from an architecture, operations and services perspectiveAbility to clearly define and articulate impact of business or IT projects on an existing Datacenter/cloud environment. This includes the development of financial models.Strong presentation skills, both formal (PowerPoint) and informal (whiteboard, etc.).Strong written and verbal communication skills.Demonstrate a strong understanding of Insight's services portfolio and how to leverage those services in addressing our customer's business challenges.Establish relationships with mid to senior-level customer management (Director, VP)Lead internal matrix teams to solve complex customer problemsA strong understanding of room presence, exhibit well spoken and written communication, maintain technical ownership, engage in customer enablement, and peer leadership.Lead discussions on industry trends, including vertical-focused trendsRepresent Insight at industry events, including speaking engagements in areas related to Insight portfolio of offeringsDemonstrated ability to grow revenue and margin (both product and service) in accounts over timeDemonstrated ability to establish and grow relationships with technical decision makers within accounts over timeDemonstrated ability to recognize opportunities to introduce additional lines of business and services to customer environmentsTechnical SkillsMinimum eight (8) years of experience in technical architecture roles or similar functionMinimum four (4) years of experience in technical pre-sales roles or similar functionIndustry or vendor certifications in four or more Insight practice areasBroad technical knowledge with a heavy emphasis on data center technologies (Compute, Storage, Data Protection, and Advanced Networking, etc) Deep knowledge and interest in major public cloud offerings (Microsoft Azure, AWS, OpenStack, DevOps) and related Infrastructure, Platform and Software as a Service capabilities.Broad experience in cloud and data center operations, infrastructure design, migration, and project management.Produce high-level designs over multiple practice areas that include all necessary solution componentsEffectively work with Solutions Architects and subject matter experts to define solution details & produce Bill of Materials required for full solutionThe position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here .Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.Posting Notes: Madison || Wisconsin (US-WI) || United States (US) || Sales/Business Development || None || Remote ||
