Principal FSA

Description

At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW.

Job Summary
The Principal Field Solution Architect (FSA) - Data Center role is a technical presales leader focused on designing and positioning enterprise data center solutions. This role partners with sales teams and customers to architect solutions in server infrastructure, storage systems, virtualization platforms, and disaster recovery, aligning technology with business outcomes. The Principal FSA is field-based and serves as a trusted advisor, driving strategic conversations and enabling sales through deep technical expertise and consultative engagement.

What you will do
Presales Strategy & Execution

• Lead technical discovery sessions to understand customer requirements and translate them into tailored data center solutions.
• Develop and present solution architectures, proposals, and ROI/TCO analyses to technical and business stakeholders.
• Collaborate with Account Executives and Inside Solution Architects to build and execute strategic account plans.
• Create and deliver compelling demos, proof-of-concepts, and technical workshops focused on data center modernization.
• Support RFP/RFI responses with detailed technical input and solution design.
• Align solutions with partner programs and incentives to maximize value and competitiveness.
• Maintain deep understanding of competitive landscape and position CDW's offerings effectively.

Technology Leadership

• Serve as the subject matter expert in server platforms (e.g., Dell, HPE), enterprise storage (e.g., NetApp, Pure, EMC), virtualization (e.g., VMware, Hyper-V), and disaster recovery (e.g., Veeam, Zerto).
• Lead go-to-market efforts for new data center technologies and services.
• Design scalable, secure, and resilient architectures that meet customer business and technical requirements.
• Develop reusable assets including SOW templates, service calculators, and demo environments.
• Mentor and coach FSAs and sales teams on data center technologies and presales best practices.

Sales Enablement & Customer Engagement

• Identify upsell and cross-sell opportunities during and after solution implementation.
• Guide customers through infrastructure lifecycle planning, including refreshes, upgrades, and DR strategies.
• Present solutions and roadmaps to C-level executives with clarity and confidence.
• Collaborate with OEM partners to align joint strategies and drive customer success.
• Support customer events, webinars, and workshops to generate pipeline and educate stakeholders.

What we expect of you

• Bachelor's degree or equivalent experience.
• Minimum 7 years of technical presales or solution architecting experience in data center environments.
• Proven success in selling and designing solutions involving compute, storage, virtualization, and disaster recovery.
• Strong consultative selling skills and ability to influence technical and business decision-makers.
• Excellent communication, presentation, and project management skills.
• Ability to travel as needed.

Preferred Experience

• Industry certifications such as VMware VCP, NetApp NCDA, Veeam VMCE, Dell EMC Proven Professional, or AWS/Azure Architect.
• Experience with hybrid cloud, software-defined data center (SDDC), and automation tools.

We make technology work so people can do great things.

CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive.

CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.