Solution Architect

Support sales teams in the achievement of set revenue and GP budgets in line with company directive and objectives. Provide cyber security product based technical sales support to authorized business partners and our internal sales organization.

To plan, manage and report on vendor portfolios to maximize Westcon-Comstor value-add and ensure success in terms of revenue and profitability. Work with vendor and Westcon-Comstor sales team to develop and execute compelling cyber security solution propositions for Westcon-Comstor, Resellers and their end users.

Sales

* Generate and provide customer quotations (verbally and in writing) as requested by the sales staff and business partners.

* Support the promotion of Westcon-Comstor value-add in cyber security propositions through sales engagement and partner training.

* Provide presentations and demonstrations to partners and end users on behalf of our business partners.

* Establish strong, productive relationships with Vendor sales and technical personell.

* In coordination with sales staff, proactively work within resellers to position Vendor solutions and ensure a full understanding of the portfolio.

* Build visibility with vendors and customers to create a competitive distribution advantage for Westcon-Comstor offerings.

* Work with marketing, sales and vendor teams to develop compelling programs and initiatives.

* Maintain awareness of competitive vendor and distribution activity.

* Provide internal updates on market activity and product road-map activity on a regular basis.

Customer Support

* Point of contact for customer inquiries regarding solution designs

* Acceptance and resolution of queries received via the CRM ticketing system.

* Answering of telephone queries from the pre-sales help lines.

* Liaise with and support all other internal teams.

* Provide monthly report on tracking business levels, product trends, promotions and key partner progress.

Administrative/Self Development

* Attend monthly sales meetings.

* Maintain regular contact with targeted partners.

* Present sales management with relevant reports and analysis.

* Track competitive issues and log of pricing issues, corrections, and results

* Develop and maintain your personal knowledge of Westcon Group Services Portfolio taken to market via the reseller channel.

* Provide input to training materials where necessary.

* Maintain appropriate vendor certifications to maintain accreditation in line with vendor programs.

* Maintain knowledge of Vendor pricing and channel support tools.

Technology:

* Understanding of Cyber Security from a sales and technical perspective.

* In depth knowledge and certification of cyber security vendor(s) ideally Fortinet, Palo Alto, Checkpoint etc.

* Use advanced technology concepts to link Westcon-Comstors offering to solutions in the customers' business.

* Thorough understanding of Solution Practice portfolio and technology

* General Computer literacy

Finance:

Understanding of and ability to apply pricing, Gross Profit, discounts, and margin calculations.

Sales:

Good understanding of the sales cycle

Customer Service:

Principles and processes for providing excellent customer service.

Values

Demonstrate and embraces Westcon-Comstor values of Integrity, Innovation, Excellence, Partnership and Inclusion.

Desired Skills

* Strategic Analysis

* Cross-functional Collaboration

* Developing Customer Relationships

* Demonstrable Knowledge of Cyber Security products

* Fostering Communication

* Industry/Company Knowledge

* Relationship Building

* Long-Range Planning

* High Impact Communication

* Customer Focus

* Decisiveness

* Versatility and Resilience

* Leadership and Motivation

* Improving Performance

Qualifications

* Demonstrable experience in relevant industry

* Technical certifications and experience with Cyber Security vendor technologies

* University degree (preferably business, marketing, or management)

Operating Environment

* Regular face-to face and telephone contact with existing and new partners.

* Moderate to extensive travel required upon business and partner requests.

* Direct own efforts: work with little direct supervision or guidance

* Office based unless field based on request of Westcon-Comstor to provide country coverage.

MEASURES OF SUCCESS

* Customer satisfaction through timely, accurate responses to customer requests and appropriate resolution of customer concerns

* Positive perception of vendors, customers, subsidiaries, and colleagues of the role and effectiveness of the group

* Achievement of Vendor revenue and GM goals

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees with this job title. This job description is not intended to be construed as an exhaustive list of all responsibilities, duties, tasks and/or skills required of employees with this title. An employee may be required to perform other related duties not listed on this job description provided that such duties are characteristic of such classification. In addition, job descriptions may be altered to accommodate the needs of the company and new responsibilities may be added to this current job description.

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$4.35 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business and other customers.