cloud solutions ArchitectWestcon-Comstor

Job Description
JOB SUMMARY
The Solutions Architect reports to the Comstor business unit and will act as the technical expert working with channel partners to support the validation and creation of solutions that meet end-customer needs, across Philippines. This Solutions Architect will be the subject matter expect for the Microsoft portfolio for Westcon.
Act at the technical expert within Comstor, and liaise with Vendors and partners as needed to fulfil job requirements and maintain vendor and partner satisfaction levels
To be an internal & external evangelist of Vendor (the key competencies of this role will be their ability to build strong relationships, promote excitement around these vendors and have an ability to influence the sales process)
The Solutions Architects will be reseller AND end user facing conducing proof of concepts and demos of Microsoft Solutions.
Equip, enable and generate awareness of how to position Microsoft and their technologies, creating mindshare internally and in the channel for Westcon - Comstor
Provide pre-sales technical support on technologies to channel partners and internal resources - pricing, solutions validation, deal assistance.
To work with nominated channel partners to identify and qualify vendor opportunities and facilitate knowledge transfer to the channel partner and end user, leading to sales of these and other vendor solutions. This will require expertise in conducting white board sessions to partners
Arrange, conduct, and manage partner certification training to ensure partners are suitably qualified and certified to transact technologies
To ensure customer satisfaction through the timely provision of accurate design and quotation documentation and resolution of customer concerns
To enable the Comstor Sales teams to identify opportunities for promotion of Microsoft solutions alongside other complementary vendors
To promote Comstor technical and service capabilities to vendor staff, as appropriate.
Work in conjunction with other Comstor technical and sales resources to promote complete solutions where appropriate. Actively seek to partner technologies with other vendors in the Westcon - Comstor vendor line card.
To increase revenue of vendor and other technologies as required, in line with vendor and Comstor targets
Engage and develop relationships with vendor Sales and Pre-Sales staff and work on opportunities in conjunction with them
Support Account Managers in the achievement of set revenue and GP budgets in line with company directives and objectives.
Establish a regular engagement with vendor Distribution Partner Account Managers and vendor engineering staff to share pipeline activity, best practice & training.
Work with Comstor Sales and Products teams to align vendor objectives with Westcon - Comstor business objectives
Maintain all necessary vendor qualifications and certifications
Meet all reporting deadlines
Meet appropriate quarterly ROBs, as agreed
DUTIES AND RESPONSIBILITIES
Channel Partner enablement
Translation of vendor solutions into a streamlined format that can then be communicated internally and to the partner community.
Supporting resellers through presentations, queries and training as required by the business. Focus on presenting products as solutions, presenting real business benefits and integration with other network architectures.
Maximise the technical capability of the Sales staff of nominated channel partners, through effective training and personal communication
In conjunction with Westcon - Comstor staff, assist channel partners to close current and new business.
To maintain exceptional customer service, and consistently strive to exceed customer expectations.
While working with the Westcon - Comstor Sales teams, work independently with the view to closing sales via channel partners
To monitor & manage customer activity.
Ensure up-sell opportunities are explored with customer quotations
Attend technical training on products across the assigned vendor portfolio
End User Customer Visits
Along with Channel sales and technical staff, attend end user customer sites or other locations to provide appropriate lead and support on the development of end user opportunities for vendor and identified Westcon - Comstor opportunities
Establishment of PoC and demonstration where appropriate.
Creation of design documentation, ensuring identified business outcomes are accommodated and ensuring the appropriate measures are taken to ensure compatibility of the complete solution at an architecture level
Presentation of the technical solution to the channel partner and the end user where appropriate. Answer questions from same.
Create a pipeline/opportunity report for publication to both vendor and Westcon
Marketing
Provide input and direction to marketing plans on a quarterly basis.
Work with the Sales and Product teams to gain input to the development of educational and solutions focused marketing programs for delivery of products & solutions channel.
Contribute to execution of marketing programs for technical content and curriculum development where appropriate.
Development of Comstor Capabilities
Design and deliver appropriate training to continuously increase the capability of the Comstor sales resources to identify potential opportunities to promote the Vendor products and value proposition.
Self-Training & Assessment of New Technologies
Maintain adequate level of technical expertise and certification.
Keep abreast of networking technologies and developments in IT industry.
Conduct regular meetings with Vendor and other complementary vendors to ensure sufficient knowledge of existing or emerging products and technology and maintain strong working relationships.
Attend the Vendor's and industry appropriate conferences and certification events as required or appropriate
EXPERIENCE
Experience with complex change management in technological context
Proven experience in and networking in a technical capacity either in presales or a solutions architect in a customer-facing role
Experience in Cloud would be highly regarded especially with Microsoft
Possessing Microsoft certification will be a key advantage
About Westcon-Comstor
Westcon-Comstor (WestconGroup Inc.) is a global technology distributor with worldwide capabilities in Cloud, Global Deployment and Services, and category-leading Security, Unified Communications and Collaboration, Networking and Data Center technology Practices. Combining expert technical and market knowledge with a uniquely collaborative engagement model, the company is transforming technology distribution through its digital and physical products and services delivery. The company works with its partners to deliver results together through an investment in enablement programs and its associates' dedication to creating an exceptional partner experience. Westcon and Comstor are the company's go-to-market brands, offering customers a strong portfolio of market-leading and emerging vendors. With teams in 110 offices in 70-plus countries across six continents, Westcon-Comstor provides services to more than 170 countries.
Westcon-Comstor

Manila City, Metro Manila
Permanent
Full-time