Sr Solution Architect- Sec
About The Position
The Senior Solution Architect - Security is a field-based technical pre-sales role focused on developing comprehensive security solutions for CDW customers, with expertise in Fortinet Networking and Fortinet OT Security. The role provides consultative guidance, supports partner product sales, scopes service offerings, and builds strategic relationships to grow CDW’s Security services business. The architect works with customers, delivery teams, and internal sales teams to develop and maintain relationships and serve as a trusted advisor. The role includes designing and positioning assessments and services, shaping sales strategy and statements of work, and advising customers on technical and competitive considerations. It also involves owning an assigned territory, developing Fortinet Networking revenue and service attachment, managing sales pipelines, and delivering customer-facing value propositions. The architect acts as a subject matter expert, leads training and enablement for internal and partner teams, and supports outreach, coaching, and mentoring for other solution architects.
Requirements
- Bachelor’s degree and 5 years of experience with network security, or 9 years of experience with network security.
- Domain expertise in Fortinet Networking and Fortinet OT Security.
- Obtain the following Fortinet certifications within 6 months of hire, maintain them, and acquire new Networking-relevant certifications as available: Fortinet Certified Fundamentals, Fortinet Certified Associate, Fortinet Certified Professional – Network Security, and Certified Solution Specialist – Network Security.
- Understand industry-specific challenges, regulations, and best practices, and the company’s architecture, products, technologies, and solutions to provide tailored recommendations and position solutions effectively.
- Strong understanding of the Cyber Security Market and areas including Endpoint Security (EDR/MDR), Cloud Security, Secure Access (SWG/CASB), Identity, SOC Tooling, SIEM, Data Security, Advisory Services, and Managed Security Services.
- Previous experience in a channel Solution Sales role or similar, including leveraging partner resources, incentives, and teams during presales engagements.
- Experience selling both professional and managed services.
- Ability to design and communicate comprehensive solutions that address customer requirements and business challenges, build consensus around solutions, analyze complex problems, and explain technical concepts in understandable terms.
- Ability to work effectively with cross-functional teams, including sales and delivery; lead technical discussions; influence decisions; and guide and mentor junior team members.
- Customer-centric mindset and excellent communication and presentation skills to engage customers, gather requirements, and explain technical concepts clearly and concisely.
- Motivated, self-starting, and able to independently perform high-quality work with minimal guidance.
- Willingness to travel up to 25% or as needed.
Nice To Haves
- Security Vendor Accreditations.
- Independent and relevant certifications such as CISSP or CISM.
- Knowledge of industry frameworks such as NIST, DORA, regulatory compliance, governance, and standards.
Responsibilities
- Develop assessment and service solutions for CDW customers, including architecture, optimizations, technology health checks, deployment services, and advisory services.
- Collaborate with customers, delivery teams, and internal sales to provide consultative guidance, plan sales strategy, and author statements of work (SOWs).
- Analyze technical and competitive considerations and define actions to meet customer requirements during the sales cycle, using a consultative approach to deliver enhanced business outcomes.
- Maintain strategic relationships with customers, internal sales, and delivery management, acting as a trusted advisor to drive business growth.
- Maintain relationships with key strategic partners and maintain at least three partner technical certifications.
- Own the assigned territory by establishing regular engagement with Fortinet and customers and assisting Sales with territory strategy planning.
- Drive Fortinet Networking solution revenue, attach services to Networking opportunities, grow deals, and increase customer adoption and value.
- Generate and manage pipelines, including weekly Salesforce pipeline reviews with Fortinet counterparts and service attachment on OT-marked Fortinet deals in Salesforce.
- Craft and deliver value-proposition messaging and enablement at customer-facing events.
- Act as a subject matter expert across multiple product and solution families.
- Conduct team training with technical, sales, and other relevant stakeholders, and lead regular enablement and alignment with partner teams.
- Drive outreach initiatives, technical enablement projects, coaching, and mentoring for other solution architects.
- Develop content to train coworkers in formal training sessions and team huddles.
Benefits
- Annual bonus target of 25%, subject to plan terms and conditions.
- Benefits are referenced at https://cdw.benefit-info.com/.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
