[Hiring] Senior Solution Architect - Security @CDW

Role Description

The Senior Solution Architect - Security is a field-based technical pre-sales role that focuses on developing comprehensive security solutions for CDW customers, with expertise in Fortinet Networking and Fortinet OT Security. This role provides consultative guidance, supports partner product sales, scopes service offerings, and fosters strategic relationships to drive business growth. You will work with customers, delivery, and internal sales teams to develop and maintain strategic relationships and be a trusted advisor to grow our Security services business.

• Develop appropriate 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 offer consultative guidance, plan sales strategy, and author statements of work (SOWs).
• Analyze technical and competitive considerations, defining actions to meet customer requirements in the sales cycle, and use a consultative approach to deliver enhanced business outcomes beyond initial customer expectations.
• 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 (3) partner technical certifications.
• Own your assigned territory by establishing a regular cadence with Fortinet and customers and assisting Sales with territory strategy planning.
• Drive Fortinet Networking solution revenue and attach services to Networking opportunities, growing deals and increasing customer adoption and value.
• Generate and manage pipelines, including a weekly Salesforce pipeline review with Fortinet counterparts and service attach 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 in multiple families of products and solutions.
• Conduct team training with technical, sales, and other relevant stakeholders, and lead a regular enablement and alignment cadence with partner teams.
• Drive outreach initiatives, technical enablement projects, coaching, and mentoring for other solution architects.
• Develop content to effectively train coworkers in formal training as well as team huddles.

Qualifications

• 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 they become available: Fortinet Certified Fundamentals, Fortinet Certified Associate, Fortinet Certified Professional – Network Security, and Certified Solution Specialist – Network Security.
• Understanding of industry-specific challenges, regulations, and best practices, and a deep understanding of the architecture, products, technologies, and solutions offered by the company, to provide tailored recommendations and position the company's solutions effectively within the industry landscape.
• A great understanding of the Cyber Security Market and key areas such as 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 the final solution, analyze complex problems, and translate technical concepts into understandable terms for customers.
• Ability to work effectively with cross-functional teams, including sales and delivery, lead technical discussions, influence decision-making, and provide guidance and mentorship to junior team members.
• Customer-centric mindset with excellent communication and presentation skills to engage with customers, gather requirements, and explain technical concepts in a clear and concise manner.
• Motivated, self-starting, and able to independently perform high quality work with minimal guidance.
• Willingness to travel up to 25% or as needed.
• Holding Security Vendor Accreditations is a plus.
• Holding independent and relevant certifications, such as CISSP or CISM, is a plus.
• Knowledge of industry frameworks such as NIST, DORA, Regulatory Compliance, Governance and standards is a plus.

Pay

• Pay range: $102,920 - $144,072 depending on experience and skill set.
• Annual bonus target of 25% subject to terms and conditions of plan.
• Salary ranges may be subject to geographic differentials.