ePlus inc.
Overview
As a Principal Solutions Architect, you will function as a focused technical lead and sales engineer for ePlus targeted product and service solutions, supporting the ePlus regional sales team, to drive revenue creation and capture within the customer account portfolio.
YOUR IMPACT The essential functions of this position include:
Provide technical leadership in support of key accounts and serve as engineering lead
Work with Regional Sales Director to develop a targeted growth plan existing customers and net new customers
Provide technical expertise to sales team and customers on designated solution focus area
Establish credibility with ePlus sales team and customers as a true value added reseller
Conduct customer facing presentations on ePlus’ core competencies and technical solution offerings for assigned accounts and focus areas
Assist sales team with overall account planning as it relates to technical aspects of hardware, software, and services opportunity qualification and development
Complete and author technical sections for RFP/RFI/RFQ responses
Assist sales team with identifying and capturing customer business and technical requirements during the sales cycle and determining ePlus’ recommended solution
Develop and finalize solution architecture/design and detailed line item configurations and/or bill of materials (BOMs)
Develop and finalize solution proposal and/or presentation of recommended solution
Lead technical scoping/reviews with sales team and customers for Statement of Work (SOW) generation
Function as a subject matter expert (SME) for customer technical staff regarding proposed solution and its design, configuration, implementation, and testing specifics
Function as technical liaison and ePlus ambassador with field OEM channel sales and technical teams
Assist sales team with mentoring of junior account managers as it relates to overall opportunity management and technical solution set
Conduct knowledge transfers with solution architect colleagues and service delivery team regarding solution and OEM product updates/changes, lessons learned from previous engagements/experience, etc. as relevant
As appropriate, assist sales team in dealing with customer satisfaction issues surrounding technical aspects or approach of a recommended solution and assist in developing a ‘get well’ plan
Identify product or services candidates to sales and services management as new solution areas for ePlus to potentially develop or invest in
Complete and/or register for training and maintain OEM certification(s) as requested and approved by immediate manager in accordance with assigned focus area
Be proactive in highlighting and suggesting areas for improvement in the region’s procedures, structure, reporting, etc. and proposing ideas and solutions to help improve these areas
Ensure appropriate coverage for in-process and new solution sales cycle opportunities while out of office for training, vacation, PTO, etc.
Participate in weekly pre sales engineering conference calls with immediate manager and be prepared to review on a weekly basis the current pipeline of opportunities being worked on and forecast for the next 60 days the potential revenue associated to them, win probability, and estimated date of completion
Complete administrative tasks (expenses, time reporting, pipeline) in a timely fashion
Conduct ePlus branded “lunch and learns” as requested by management with customers in the region and identify sales opportunities arising from them
QUALIFICATIONS
Bachelor’s degree preferred
5 to 10 years of applicable technical pre-sales engineering experience
Hold certifications commensurate with the technology and solutions focused on
Technical pre-sales experience
Solutions selling sales cycle understanding
Generating and presenting customer facing presentations
Familiar with account planning, pipeline management and forecasting
Ability to draft/compile well written bills of material and statements of work
Advanced written and oral communication skills
Seasoned in technical strategy and architecture steering, review, and documentation
Ability to discuss and sell technical best practices and solutions to engineering and management level customer contacts and take ownership of completing the sale of technology solutions
POSITION SPECIFICS The initial base salary range for this position is expected to be between $170,000 and $190,000 annually. The final base salary offered will be determined by multiple factors, including, but not limited to, job‑related knowledge, depth of experience, skills, certifications, and geographic location. In addition to the base salary, our compensation structure may include other components such as commissions and discretionary bonuses.
ePlus offers a full range of medical, financial, and/or other benefits (including 401(k) eligibility, employee stock purchase program, and various paid time off benefits, such as vacation, sick time, and personal leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an offer of employment is extended. ePlus Benefits highlights can be viewed here.
If hired, employee will be in an “at‑will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
Notice to Recruiting Agencies: ePlus only accepts unsolicited resumes when presented directly by a candidate. Unsolicited resumes submitted to ePlus from any other source will be considered ePlus property and will not qualify for any placement or referral fees. ePlus will only pay such fees in connection with a valid written agreement between ePlus and the referring agency, and then only after providing advance written approval to the referring agency to submit resumes in connection with a particular opportunity.
PHYSICAL REQUIREMENTS While performing this role, you will engage in both seated and occasional standing or walking activities. We provide reasonable accommodations, in accordance with relevant laws, to support success in this position.
By embracing our values, you will contribute to our collective mission of making a positive impact within our organization and the broader community. We understand that this job description serves as a guide and is not an employment contract.
CORPORATE VALUES Respectful communication and cooperation: We prioritize respectful communication, fostering an environment where everyone is treated with dignity and respect.
Teamwork and employee participation: Collaboration and teamwork thrive through diverse perspectives, both within our teams and in our interactions with our customers.
Work/life balance that supports our employees’ varying needs: We value the well‑being of our employees, recognizing that a healthy work‑life balance is pivotal to our collective success.
Embracing communities: We embrace and support the communities that nurture us. Our employees' dedication to fostering positive change is a source of immense pride for us.
COMMITMENT TO DIVERSITY, INCLUSION AND BELONGING We are an equal opportunity employer that does not discriminate or allow discrimination based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, citizenship, disability, veteran status, or any other classification protected by federal, state, or local law.
ePlus is dedicated to fostering, cultivating, and preserving a culture that represents diversity, enables inclusion, and makes our employees feel comfortable bringing their full, unique selves to work.
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YOUR IMPACT The essential functions of this position include:
Provide technical leadership in support of key accounts and serve as engineering lead
Work with Regional Sales Director to develop a targeted growth plan existing customers and net new customers
Provide technical expertise to sales team and customers on designated solution focus area
Establish credibility with ePlus sales team and customers as a true value added reseller
Conduct customer facing presentations on ePlus’ core competencies and technical solution offerings for assigned accounts and focus areas
Assist sales team with overall account planning as it relates to technical aspects of hardware, software, and services opportunity qualification and development
Complete and author technical sections for RFP/RFI/RFQ responses
Assist sales team with identifying and capturing customer business and technical requirements during the sales cycle and determining ePlus’ recommended solution
Develop and finalize solution architecture/design and detailed line item configurations and/or bill of materials (BOMs)
Develop and finalize solution proposal and/or presentation of recommended solution
Lead technical scoping/reviews with sales team and customers for Statement of Work (SOW) generation
Function as a subject matter expert (SME) for customer technical staff regarding proposed solution and its design, configuration, implementation, and testing specifics
Function as technical liaison and ePlus ambassador with field OEM channel sales and technical teams
Assist sales team with mentoring of junior account managers as it relates to overall opportunity management and technical solution set
Conduct knowledge transfers with solution architect colleagues and service delivery team regarding solution and OEM product updates/changes, lessons learned from previous engagements/experience, etc. as relevant
As appropriate, assist sales team in dealing with customer satisfaction issues surrounding technical aspects or approach of a recommended solution and assist in developing a ‘get well’ plan
Identify product or services candidates to sales and services management as new solution areas for ePlus to potentially develop or invest in
Complete and/or register for training and maintain OEM certification(s) as requested and approved by immediate manager in accordance with assigned focus area
Be proactive in highlighting and suggesting areas for improvement in the region’s procedures, structure, reporting, etc. and proposing ideas and solutions to help improve these areas
Ensure appropriate coverage for in-process and new solution sales cycle opportunities while out of office for training, vacation, PTO, etc.
Participate in weekly pre sales engineering conference calls with immediate manager and be prepared to review on a weekly basis the current pipeline of opportunities being worked on and forecast for the next 60 days the potential revenue associated to them, win probability, and estimated date of completion
Complete administrative tasks (expenses, time reporting, pipeline) in a timely fashion
Conduct ePlus branded “lunch and learns” as requested by management with customers in the region and identify sales opportunities arising from them
QUALIFICATIONS
Bachelor’s degree preferred
5 to 10 years of applicable technical pre-sales engineering experience
Hold certifications commensurate with the technology and solutions focused on
Technical pre-sales experience
Solutions selling sales cycle understanding
Generating and presenting customer facing presentations
Familiar with account planning, pipeline management and forecasting
Ability to draft/compile well written bills of material and statements of work
Advanced written and oral communication skills
Seasoned in technical strategy and architecture steering, review, and documentation
Ability to discuss and sell technical best practices and solutions to engineering and management level customer contacts and take ownership of completing the sale of technology solutions
POSITION SPECIFICS The initial base salary range for this position is expected to be between $170,000 and $190,000 annually. The final base salary offered will be determined by multiple factors, including, but not limited to, job‑related knowledge, depth of experience, skills, certifications, and geographic location. In addition to the base salary, our compensation structure may include other components such as commissions and discretionary bonuses.
ePlus offers a full range of medical, financial, and/or other benefits (including 401(k) eligibility, employee stock purchase program, and various paid time off benefits, such as vacation, sick time, and personal leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an offer of employment is extended. ePlus Benefits highlights can be viewed here.
If hired, employee will be in an “at‑will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
Notice to Recruiting Agencies: ePlus only accepts unsolicited resumes when presented directly by a candidate. Unsolicited resumes submitted to ePlus from any other source will be considered ePlus property and will not qualify for any placement or referral fees. ePlus will only pay such fees in connection with a valid written agreement between ePlus and the referring agency, and then only after providing advance written approval to the referring agency to submit resumes in connection with a particular opportunity.
PHYSICAL REQUIREMENTS While performing this role, you will engage in both seated and occasional standing or walking activities. We provide reasonable accommodations, in accordance with relevant laws, to support success in this position.
By embracing our values, you will contribute to our collective mission of making a positive impact within our organization and the broader community. We understand that this job description serves as a guide and is not an employment contract.
CORPORATE VALUES Respectful communication and cooperation: We prioritize respectful communication, fostering an environment where everyone is treated with dignity and respect.
Teamwork and employee participation: Collaboration and teamwork thrive through diverse perspectives, both within our teams and in our interactions with our customers.
Work/life balance that supports our employees’ varying needs: We value the well‑being of our employees, recognizing that a healthy work‑life balance is pivotal to our collective success.
Embracing communities: We embrace and support the communities that nurture us. Our employees' dedication to fostering positive change is a source of immense pride for us.
COMMITMENT TO DIVERSITY, INCLUSION AND BELONGING We are an equal opportunity employer that does not discriminate or allow discrimination based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, citizenship, disability, veteran status, or any other classification protected by federal, state, or local law.
ePlus is dedicated to fostering, cultivating, and preserving a culture that represents diversity, enables inclusion, and makes our employees feel comfortable bringing their full, unique selves to work.
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