Company Overview:

When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.TM 

Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on Twitter @Zones, and LinkedIn and Facebook.

Position Overview:

The Inside Solutions Architect is a presales resource that leads the consultative discovery of the client’s business goals, objectives, and challenges, and then translates them into effective technology solutions. The primary objective of the ISA is to increase the growth of revenue and margin from opportunities in their respective solution environment.    

The Cyber Security Inside Solution Architect (ISA) position focuses on supporting ZONES Account Executives (AE), and Solution Architects (SA) with all presales assistance, Bill of Material (BoM) creation, ZONES quote creation and providing general technical answers on all supported Solution Areas. The primary responsibility as an ISA is to architect and sell solutions & services. The ISA works as a trusted advisor and subject matter expert for his clients and Zones’ sales teams with some supervision on solutions like Endpoint Security, Network Security, DLP/CASB, MFA, Vulnerability Assessment & Penetration Testing, etc.   

Key Responsibilities

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.   

• Own the technical relationship with clients on assigned opportunities from small/mid-market & enterprise level accounts.   
• Supports AE’s and SA’s by performing all presales activities required to complete the solution design. These activities include submitting Deal Registrations, creating BoM’s, securing ZONES solution costs from OEM or Distributor, creation Visio diagrams on complex solutions, building a quote in ZONES CRM and validating the solution accuracy prior to delivery.   
• Conducts discovery calls to scope customer’s requirements/pain points and use that information to design appropriate solution.   
• Conduct required assessments on customer’s environment/systems to drive assessment led selling.   
• Demonstrate strong business acumen and deep understanding of client’s IT related business goals and challenges through presentations to ensure proper translation of the client’s needs into solutions.   
• Review quotes/configurations prior to delivery to the Customer to ensure accuracy and minimize costly returns and Customer satisfaction issues   
• Build in-depth knowledge of clients' technical and business priorities, challenges and initiatives that can be translated into solution opportunities.   
• Identify and recommend upsell/cross-sell opportunities to help maximize solution revenue and margin potential   
• Prepare statements of work (SOW’s) and service pricing estimates.   
• Display a positive, can-do attitude, willing to help others and take initiative to improve internal processes and documentation.
• Responsible for developing and proposing technology solutions that meet customers' needs.   
• Sell solutions across technology lifecycle (Discover, Assess, Solution, Migrate and Manage).   
• Keep pipeline, forecast, time and billing, project and activity reporting current based on defined tools and meeting submittal deadlines.   
• Maintain certifications necessary to enable Zones to resell the products and maintain the highest level of vendor rebates and secure the lowest cost.   
• Develop a deep understanding of Zones’ services catalog.   

What you will bring to the team:

Education Requirement:

• BA/BS in Engineering, Computer Science, Management Information Systems, or related field or equivalent experience.

Required Experience: 

• Minimum of 7 years in a Cyber Security and/or support role with at least 5 years in either an inside/customer facing presales systems engineer role or field/customer facing presales systems engineer role.   
• Professional-level technical or higher is required from major manufacturers e.g. Fortinet, Palo Alto, Cisco, Symantec, Checkpoint, etc. or services like Penetration Testing.   
• At least 1 or more current vendor competency certifications   
• Excellent written, presentation, and verbal communication skills.   
• Ability to communicate effectively with clients, colleagues, and management.   
• Demonstrates a high level of responsiveness to the customer.   
• Strong interpersonal, teaming, leadership, creativity, influencing, problem solving, and conflict resolution skills required.   

 Key metrics that will measure and define success for this role.  

• Growth and Target Attainment  
• Maintain min 90% shipped gross margin quarterly and 75% monthly utilization rate.   
• Maintain a monthly closed order report for accurate quarterly bonus calculations. 
• Services Revenue Booked  
• Identify and recommend upsell/cross-sell opportunities to help maximize solution revenue and margin potential.  
• Build in-depth knowledge of clients' technical and business priorities, challenges and initiatives that can be translated into solution opportunities.  
• Maintain certifications necessary to enable Zones to resell the products and maintain the highest level of vendor rebates and secure the lowest cost.  
• Develop a deep understanding of Zones’ services catalog.  

About you 

• You have an elevated level of specialized sales and product solution knowledge.  
• You can mentor, motivate, and train our internal resources to increase revenues within assigned territory. 
• You have a record of accomplishment of success at maintaining relationships with technical resources at elevated levels of a customer organization. 
• You are flexible, dependable, a self-starter, and capable of quickly learning new products and technologies. 
• You have experience selling servers, storage hardware, networking, and services. 
• Drive sales with technical expertise, account management skills, sales ability, and exceptional customer focus. 
• You have created and maintained a service or sales engagement practice. You will be proactively working with sales to drive opportunities within existing customers or uncover new ones. As part of creating this practice, you will devise a GTM strategy which includes working with marketing on presentations, documentation, and launching.  

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Zones offers a comprehensive Benefits package

While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, a 401(k) plan with matching provision, paid time off, and much more. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse.

At Zones, work is more than a job –with exciting careers with a global team who are client centric, have a passion for tech, who embrace change and lifelong learning in a collaborative culture. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you! 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status or on the basis of disability.