Senior Field Architect

Insight Enterprises, Inc.•Chandler, AZ

4d•$190,000 - $220,000

About The Position

As a Senior Field Architect (SFA), you will combine a diverse technical and industry background with a deep understanding of how technology affects business environments. You will translate business needs into technical solutions and communicate their value to business decision-makers in support of complex solution sales opportunities. You will take a primary technical role in identifying and qualifying opportunities for one or more Solution Client Executives, including opportunities spanning multiple solution areas and service offerings. You will work with Solutions Architects and service subject matter experts to conduct technical sales campaigns tailored to each opportunity. The role takes a consultative approach to selling: understanding customer requirements and translating them into solutions comprising hardware, software, subscriptions, and services. You will work closely with customer IT and business decision-makers to expand existing opportunities and identify new ones. The position calls for broad working knowledge of data center technologies, familiarity with major cloud providers and deeper expertise in at least one, and functional knowledge of data protection for disaster recovery or business continuity. Knowledge of automation and orchestration technologies is also desired. The position is ideally located in the greater Denver, Colorado area. The stated base salary range is $190,000 to $220,000, with additional bonus and benefits available. Compensation may vary based on experience, location, and other circumstances.

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 presales roles or a similar function.
Industry or vendor certifications in four or more Insight practice areas.
Broad technical knowledge, particularly in 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 across architecture, operations, and services.
Ability to articulate the impact of business or IT projects on existing data center and cloud environments, including development of financial models.
Strong formal and informal presentation skills, including PowerPoint and whiteboarding.
Strong written and verbal communication skills.
Understanding of Insight’s services portfolio and how to apply its services to customer business challenges.
Ability to build relationships with mid- to senior-level customer management, including directors and vice presidents.
Ability to lead internal matrix teams in solving complex customer problems.
Strong professional presence, communication, technical ownership, customer enablement, and peer leadership.
Ability to grow account revenue and margin across products and services.
Ability to produce high-level designs across multiple practice areas that include all necessary solution components.
Ability to work effectively with Solutions Architects and subject matter experts to define solution details and produce bills of materials.

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 as a technical representative in internal sales meetings.
Participate in developing statements of work for services activities, with input from Solutions Architects, Solutions Engineers, and the Regional Engineering Director or Manager.
Own the technical aspects of increasing share of wallet in target and strategic accounts.
Develop high-level solution designs with input from subject matter experts.
Help validate whether to respond to RFPs and coordinate responses to valid RFP/RFI opportunities.
Obtain and maintain vendor certifications required to support Insight certification requirements or goals.
Report weekly to management on time spent on presales, billable activities, professional development, and company initiatives.
Track active opportunities and provide regional leadership weekly reports on associated revenue, gross profit, and services.
Establish and grow relationships with customer technical decision-makers and mid- to senior-level customer management.
Lead internal matrix teams and discussions on industry and vertical-focused trends.
Represent Insight at industry events, including speaking engagements, and participate in industry forums or associations to market Datalink capabilities.
Identify opportunities to introduce additional lines of business and services to customer environments.
Produce high-level designs across multiple practice areas and work with Solutions Architects and subject matter experts to define solution details and required bills of materials.