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Field Software Executive

Company: Zones, Inc.
Location: Portland
Posted on: January 14, 2018

Job Description:

Company Overview

At Zones, we enable positive business outcomes through innovative solutions that leverage technology from world-class partners and exceptional service from our team of certified sales, engineering, and supply chain specialists.

nfrastructure, the services division of Zones, is comprised of more than 400 systems engineers, solution architects, and technical specialists who design and deploy solutions in support of our clients--- digital workplace modernization, network optimization, data center transformation, and security fortification initiatives. Our values are simple: work together, learn together --- and succeed together. We promote a high-spirited working environment, where teams can collaborate and learn from each other. That---s how we---ve innovated, adapted, and grown for over 30 years.

Position Overview

Role Summary:

The Field Software Executive (FSWE) is responsible for driving and co-owning software and services within his/her assigned region with a focus on cloud-based solutions. The person in this role is expected to take a consistently proactive approach to discovering software and services business in the region with new customers identified by associated teams or uncovered through self-driven discovery. The FSWE is the lead in the region for initial sales success with new customers and serves as the expert on the customer---s software and services strategy as the customer is migrated to a management team that works to grow the breadth of the sales relationship.

In developing the initial success with a customer, the FSWE will work with internal teams and external partners to define and deliver the combination of software and services that the customer requires to achieve their goals. To do so, the FSWE will act as a liaison between Zones--- Professional Services teams, Solutions Architects, software partners, and infrastructure partners. The FSWE will capture requirements from the customer, describe the elements of the solution, and help to create a Scope of Work (SoW) that will be used to define and price the solution.

Practice Summary and Role Expectations

This team operates within the space of Public Cloud, Hybrid Cloud, and on-premises technologies. Our goal is to provide the expertise that identifies the software, services, and environment that will enable customers to operate in the environment that is best-suited for their goals.

The FSWE role is not a fully technical role but demonstrated technical acumen at the level required to credibly describe a path from a customer---s current state to the desired state is a must. Demonstrating this level of competence will require holding or earning certifications in cloud and on-premises software and infrastructure. Effective FSWEs will understand and be able to articulate the value of software as a service, professional services, and infrastructure choices involving the best-known partners in the industry including, but not limited to, Microsoft, VMware, AWS, Oracle, Symantec, Cisco, McAfee and many more. Beyond understanding how the technologies interact and support the customer---s goals, the FSWE will have to understand the sometimes-complex licensing programs that are used by the producer of the product.

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.

The Field Software Executive (FSWE) is primarily responsible for:

Role Specifics and Responsibilities:

-- Partner and co-own sales activities at a customer level

-- Performance and success will be measured by gross profit performance

-- Performance-based quarterly incentives will be structured in commission format

-- Analyze & gather business requirement from large and complex client environments

-- Perform required research and investigation to identify and create thorough, accurate solution proposals based on client requirements

-- Understand and articulate various licensing methods

-- Responsible for partnering with BDMs and local sales leadership to drive net-new business opportunities

-- First-line preparation of cost estimates for licensing and product sales as well as professional services (deployment, migration, implementation, workshops, etc.) by understanding the customer---s plans, consulting with technical resources, practice leads and other professional and technical personnel (both internal and external).

-- Develop high-level design, statements of work (SOW), service design and bills of materials (BOM).

-- Contribute to FSWE team effectiveness by identifying short-term and long-range issues that must be addressed; provide information and commentary pertinent to deliberations; recommend options and courses of action; implement directives

General Business Development, Marketing, and Partnerships

-- Develop relationships and act as liaison to partners to ensure available resources are being utilized where appropriate

-- Act as a solution evangelist for marketing activities including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.

-- Partner with stakeholders and drive solution marketing activities by delivering content and messaging

We are seeking candidates with the following experience and skills

Knowledge, Skills, and Abilities:

-- Bachelor---s degree with a preference for business and demonstrated achievement of technical certification or training

-- 5+ years or equivalent experience selling technical products and services

-- Ability to sell, scope, price with limited support

-- Familiarity with Microsoft software and infrastructure licensing plans

-- Documented successful sales of technology solutions is required

-- Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel to position sales and solutions


-- Travel required up to 50%

-- Maintain and report on sales and service activity, sales pipeline, and project status

-- Maintain and acquire technical certifications

-- Attend educational workshops; review professional publications; establish personal networks; participate in professional societies as appropriate

At Zones, we take great pride in offering a full spectrum of comprehensive, flexible benefit programs to our employees:

-- Medical/dental/vision coverage

-- 401(k) plan with matching provision

-- Life insurance

-- Paid vacation time

-- Financial protection benefits

-- Group discounts & perks

-- Wellness programs

-- And more

Zones is also proud to be a certified Minority Business Enterprise (MBE), Corporate Plus member of the Northwest MSDC (Minority Supplier Development Council), and Equal Employment Opportunity Employer (EEOE) committed to diversity and inclusion. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, sexual orientation, national origin, age, citizenship, marital status, disability, gender identity or Veteran status.

We offer employment and advancement opportunities to every applicant.

Come join our team. Let---s talk.

Keywords: Zones, Inc., Portland, Field Software Executive, IT / Software / Systems, Portland, Oregon

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