Senior Field Architect

Insight Enterprises, Inc.

4d•$190,000 - $220,000

About The Position

Insight is seeking a Senior Field Architect (SFA) to support complex solution sales opportunities. The SFA combines broad technical and industry knowledge with an understanding of how technology affects business environments, translating business needs into technical solutions and communicating their value to business decision-makers. The role has a primary technical part in identifying and qualifying opportunities for one or more Solution Client Executives, particularly opportunities spanning multiple solution areas and services. The SFA works with Solutions Architects and services subject matter experts as needed to conduct technical sales campaigns. The SFA takes a consultative approach, learning customer business requirements and translating them into solutions that may include hardware, software, subscriptions, and services. The role engages IT and business decision-makers to expand existing opportunities and identify new ones. It requires broad working knowledge of data center technologies such as storage, compute, virtualization, backup, and networking; familiarity with cloud providers and deeper expertise in at least one; and, ideally, functional knowledge of disaster recovery or business continuity data protection and automation and orchestration technologies. The position is ideally located in the greater Denver, Colorado area. The stated base salary range is typically $190,000 to $220,000, with additional bonus and benefits available. Compensation decisions depend on factors including experience and location, and candidates outside that range may also be considered. The work environment is described as a business office with moderate noise, and may involve working in a confined area and sitting at a computer terminal for extended periods. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

Requirements

Bachelor’s degree in a relevant program of study, or equivalent documented work experience.
At least 8 years of experience in technical architecture roles or a similar function.
At least 4 years of experience in technical pre-sales roles or a similar function.
Industry or vendor certifications in four or more Insight practice areas.
Broad technical knowledge, especially data center technologies such as compute, storage, data protection, and advanced networking.
Deep knowledge of and interest in major public cloud offerings, including Microsoft Azure, AWS, OpenStack, and 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.
Ability to analyze complex business and technical challenges and develop proposals addressing client needs from architecture, operations, and services perspectives.
Ability to define and explain the impact of business or IT projects on existing data center or cloud environments, including developing financial models.
Strong formal and informal presentation skills, including PowerPoint and whiteboarding.
Strong written and verbal communication skills.
Strong understanding of Insight’s services portfolio and how to apply those services to customer business challenges.
Ability to establish relationships with mid- to senior-level customer management, such as Directors and VPs.
Ability to lead internal matrix teams to solve complex customer problems.
Ability to demonstrate strong presence, communicate effectively in writing and speech, maintain technical ownership, enable customers, and provide peer leadership.
Ability to lead discussions on industry and vertical-focused trends.
Demonstrated ability to grow product and service revenue and margin in accounts over time.
Demonstrated ability to build and grow relationships with technical decision-makers in accounts.
Demonstrated ability to identify opportunities to introduce additional lines of business and services into customer environments.
Ability to produce high-level designs across multiple practice areas that include all necessary solution components.
Ability to work with Solutions Architects and subject matter experts to define solution details and produce the Bill of Materials required for a full solution.

Nice To Haves

Functional understanding of data protection for disaster recovery and/or business continuity.
Strong functional understanding of automation and orchestration technologies, including infrastructure as code and configuration management.

Responsibilities

Own the overall technical relationship for assigned opportunities.
Develop proposals for complex opportunities, with input from Insight architects and subject matter experts.
Identify customer business and technical requirements for opportunities.
Participate in internal sales meetings as a technical representative.
Participate in developing Statements of Work for services activity, with input from Solutions Architects, Solutions Engineers, and the Regional Engineering Director or Manager.
Own the technical aspect of and participate in increasing share of wallet in target and strategic accounts.
Develop high-level solution designs with input from subject matter experts.
Participate in validating the strategy for responding to RFPs and coordinate responses to valid RFP/RFI opportunities.
Obtain and maintain vendor certifications as required to support Insight certification requirements or goals.
Report weekly to management on time spent in pre-sales activities, billable activities, professional development, and company initiatives.
Track active opportunities and provide regional leadership with weekly reporting on associated revenue, gross profit, and services.
Engage with customer IT and business decision-makers to expand opportunities and identify new ones.
Lead internal matrix teams in solving complex customer problems.
Represent Insight at industry events, including speaking engagements related to its portfolio, and participate in industry forums or associations to market Datalink capabilities.