Inside Solutions Architect - HPe Servers and Storage (Remote)

Company: Zones, Inc.
Location: Houston
Posted on: September 24, 2022

Job Description:

This role can be 100% Remote

The Inside Solutions Architect is a presales resource that leads the consultative discovery of the client's business goals, objectives, and challenges, and then translates them into effective technology solutions. The primary objective of the ISA is to increase the growth of revenue and margin from opportunities involving HPe Servers and Storage solutions. The Inside Solution Architect (ISA) position focuses on supporting ZONES Account Executives, Inside Sales Reps and Solution Architects with all presales assistance, Bill of Material (BoM) creation, ZONES quote creation and providing general technical answers on all supported Solution Areas. The primary responsibility as an ISA is to architect and sell solutions & services. The ISA works as a trusted advisor and subject matter expert for his clients and Zones' sales teams with some supervision.

Key Responsibilities

The requirements listed below are representative of the knowledge, skill, and/or ability required.

The Inside Solutions Architect is primarily responsible to:

* To support and drive HP Enterprise Server and Storage Gross Profit (GP) by supporting the Account Executives (AE's), Inside Sales Reps (ISR's) and Solution Architects (SA's) with Presales Technical Support and performing relevant various functions of delivering accurate and profitable Customer specific solutions
* Own the technical relationship with clients on assigned opportunities from small/mid-market & enterprise level accounts.
* Supports Account Managers (AMs) and Solution Architects (SAs) by performing all presales activities required to complete the solution design. These activities include submitting Deal Registrations, creating BoM's, securing ZONES solution costs from HPe or Distribution, creation Visio diagrams on complex solutions, building a quote in ZONES CRM and validating the solution accuracy prior to delivery.
* Conducts discovery calls to scope customer's requirements/pain points and use that information to design appropriate solution.
* Conduct required assessments on customer's environment/systems to drive assessment led selling.
* Act as a primary resource for Customer RFP's/RFQ's requesting HPe branded solutions. Work with the AM/ISR and the RFP team to ensure we meet the deadline, that the BoM's are accurate and that ZONES leverages all available HPe pricing programs to increase our chances of winning the business.
* Work with AM's and customers to answer general presales technical and non-technical questions while educating sales & customers on HP products and resources so they become as self- sufficient as possible. Demonstrate strong business acumen and deep understanding of client's IT related business goals and challenges through presentations to ensure proper translation of the client's needs into solutions.
* Review quotes/configurations prior to delivery to the Customer to ensure accuracy and minimize costly returns and Customer satisfaction issues
* Build in-depth knowledge of clients' technical and business priorities, challenges and initiatives that can be translated into solution opportunities.
* Identify and recommend upsell/cross-sell opportunities to help maximize solution revenue and margin potential
* Prepare statements of work (SOW's) and service pricing estimates.
* Display a positive, can-do attitude, willing to help others and take initiative to improve internal processes and document SOP's.
* Provide oversight for coordination, delivery, and quality of post-sales Technology Solutions deliverables within the domain of the account which may include items such as migration impacts, architectural diagrams, and proposal inputs.
* Responsible for developing and proposing technology solutions that meet customers' needs.
* Ensure that proposed solutions (when implemented) meet the needs and functional requirements of the customer.
* Sell solutions across technology lifecycle (Discover, Assess, Solution, Migrate and Manage).
* Keep pipeline, forecast, time and billing, project and activity reporting current based on defined tools and meeting submittal deadlines.
* Maintain certifications necessary to enable Zones to resell the products and maintain the highest level of vendor rebates and secure the lowest cost.
* Performs other tasks as mutually agreed upon by ZONES and HPe

Education Requirements:

* BA/BS in Engineering, Computer Science, Management Information Systems, or related field or equivalent experience

Required Experience

* Minimum of 4 years in an IT implementation and/or support role with at least 2 years in either an inside/customer-facing pre-sales systems engineer role or 2 years technical seller well versed in HPE Product Line
* Excellent written, presentation, and verbal communication skills.
* Ability to communicate effectively with clients, colleagues, and management.
* Demonstrates a high level of responsiveness to the customer.
* Strong interpersonal, teaming, leadership, creativity, influencing, problem-solving, and conflict resolution skills required.

Certifications Required:

* Professional-level technical, sales or higher is required from a major manufacturer.
* At least 1 or more current vendor competency certifications desired.

Keywords: Zones, Inc., Houston , Inside Solutions Architect - HPe Servers and Storage (Remote), Other , Houston, Texas