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:
Zones’ Go To Market in the US is geographically structured around Sales regions and focused on four practice areas - Digital Workplace, Cloud and Data Center, NextGen Networking and Cyber Security. As we expand our regional field sales and technical expertise to deliver Advanced Technology Solutions to our clients, we are seeking a strong Pre-Sales Director, Solutions for the North East and South Regions. As a Pre-Sales Director, your primary responsibility will be leading a team of experienced Client Solution Architects (CSA) within the Region with the goal of growing our business in the Region. You will achieve this by ensuring that our CSAs help are aligned geographically to a certain set of sellers and their accounts. You will drive the CSAs to work with our field sales teams create and convert opportunities by understanding their clients current and future states well, proactively create opportunities or reactively respond to them and build long lasting client relationships. The key measure of success will be increasing our solutions business. To achieve this, you will build, retain and manage a team of highly sales centric architects dedicated to the region, who are experts at combining a client’s business and technology needs into a compelling solution in collaboration with our OEM partners, that makes us stand apart from competition.
What you’ll do as the PreSales Director:
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.
The Pre-Sales Director is primarily responsible for:
- Developing a Go To Market Strategy for the Region in collaboration with the Territory / Associate Vice Presidents of the Region in order to meet the Sales quotas for the region
- Playing the role of a Player-Coach to ensure that their team of CSAs:
- Play the role of the Technical Quarterback for their set of accounts based on a deep understanding of their client’s business, IT Architecture and roadmap
- Own the business – from creation of account strategy to execution of the account plan in partnership with the key OEMs and Sales team
- Build and own relationships with the key client stakeholders Lead all key interactions and presentations with their clients – right from the elevator pitch all the way to closing the sale
- Overseeing and approving all solutions being designed and submitted by your architects in the Region and ensuring that they meet the required quality standards, turn around times and margin guidelines. In order to do so, you need to have the breadth and depth of technologies to review the solutions being crafted by the Solutions team (WinCenter and Practice Solution Architects) before submission to the customer. Where necessary, you will lead the presentation of large complex solutions to the client
- Prepare a training and certification plan for each CSA in your team, based on company’s priorities and ensure that it is met
- Review and report on the performance of the Region during executive review meetings as well as corrective actions as necessary. Manage a profitable Pre-sales P&L for the assigned region through effective management of your architects and their sales productivity.
What you will bring to the team:
- 10+ years progressive experience that ideally spans all four practices with deep expertise in one or more practices.
- Strong experience in scoping, estimating, solutioning and presenting professional and managed services
- Expertise around Cloud and Data Center as well as a strong professional and managed services background will be considered a plus
- Ability to create compelling and well-structured client facing written and presentation content and present the same to clients is very critical
- Experience in the VAR channel is a plus.
- Proven relationship building and presentation skills with customers, team members and cross-functional leadership
- Ability to analyze, develop, establish and maintain efficient office workflow and administrative processes
- Ability to speak and present solutions to C-Level Suite resources at a given client.
- Strong technical writing expertise for pre-sales work and project documentation
- Bachelor’s degree in Computer Science, Engineering or related discipline or equivalent experience
- Ability to travel up to 35%
- Certification or technical expertise in one or more areas beneficial:
- Technical capabilities of managed staff include but are not limited to:
- Digital Workplace: Service Desk, Modern Device Management, Digital Signage, Desktop Virtualization
- Cloud and Data Center: Servers, Storage, Virtualization, Hyper converged Infrastructure, IaaS, SaaS, Back Up, Disaster Recovery
- NextGen Networking: Routers, Switches, WiFi, SD-WAN, Edge Networking
- Cyber Security: Security Assessments, Security Architecture, SOC, Threat Detection and Response
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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.
