Solution Architect - Fortinet
CDW Corporation · Manchester, United Kingdom
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Role purpose
CDW’s Solution Sales organisation is in place to collaborate with sales and to be responsible for delivering high value outcomes and experiences to our existing and prospective customers across a variety of technology growth pillars including Hybrid Platforms, Modern Workspace, Security and Digital Enablement.
The Solution Sales organisation is made up predominantly of specialist sales and various levels of Architects (presales technical resource).
Within Security, CDW’s Cyber Security Practice operates a business-led, domain-driven, outcome-focused model. Our three Cyber Go-To-Markets – Secure Business Strategy, Operational Excellence and Cyber Resilience – define what our customers want; our five cyber domains – Identity Security, Network & Edge, Sec-Ops, Data Security and AI Security – define how CDW responds; and our advisory, professional and managed services define what customers receive.
The role of the Solution Architect is focused on the following core areas:
- Driven overlay resource focused on supporting the delivery of successful financial metrics for the business through technical and services engagements with the customer.
- Solution owner supporting the creation and execution of a customers requirements based on their desired business outcome.
Creation of documentation based on your technical design that delivers against the customers business needs, targets and KPI’s.The primary purpose of the Solution Architect is to be an overlay support function with specialist Fortinet and Network & Edge security knowledge to lead business outcome engagements from start to finish on opportunities from proactive sales engagement with aligned account owners.
The Solution Architect is a contributor-level specialist who translates customer requirements into high-level technical design and sales outcomes. Leveraging vendor expertise and CDW’s service portfolio, they support bids, promote aligned solutions, and contribute to proposal creation and customer presentations with precision and responsiveness.
This role is for a Fortinet specialist within the Network & Edge domain – the control layer that governs how users, devices and applications connect across campus, cloud and remote environments. The successful candidate will lead Fortinet-based security engagements across secure access (SASE / SSE / ZTNA), next-generation firewalls and segmentation, secure web and SaaS control (SWG / CASB), network visibility and traffic inspection, and consistent policy enforcement across hybrid environments – while bringing working knowledge of the adjacent cyber domains to deliver joined-up customer outcomes.
Success measures
- Customer Engagement and Activity– Highlighted by customer/internal feedback and adhering to SLAs and/or agreed timeframes throughout an engagement
- Design Quality and Accuracy – Ensuring the service we provide to the customer meets expectations and also support sales with positive opportunity outcomes
- Customer Activity – Regular engagement with existing and prospective customers, ensuring satisfaction, retention and a profitable outcome for customers and CDW.
- New solutions and services business won for CDW – number of opportunities handled, won and those with services attached
- Fortinet and Network & Edge Growth – Fortinet pipeline and bookings, and the attach rate of CDW-led Network & Edge assessments, professional and managed services across the Land, Expand, Operate motion
What you will do
Customer Facing
- Solution owner and key contributor, providing business and technical expertise to support broader solution efforts.
- Being a competent presenter to groups of decision makers
- Build trust and clarity by translating customer needs into actionable technical insights.
Multi-Vendor / Technology Support
- Specialise in multiple technologies that sit within a domain and apply broad knowledge across vendors and product categories to assess compatibility and recommend optimal solutions.
- Act as the Fortinet subject-matter expert for the Network & Edge domain, designing solutions across the Fortinet Security Fabric – including FortiGate next-generation firewalls (FortiOS), FortiSASE (SSE, SWG, inline CASB, ZTNA and FWaaS), Universal ZTNA with FortiClient, Secure SD-WAN, FortiProxy, FortiNAC, FortiManager and FortiAnalyzer, and FortiGuard AI-powered security services.
- Apply working knowledge across the wider cyber domains – Identity Security, Sec-Ops, Data Security and AI Security – to show how Network & Edge controls integrate with identity providers, SIEM / SOAR / MDR (e.g. FortiSIEM, FortiSOAR), data loss prevention and AI usage controls.
- Utilise vendor-specific tools and resources to support solution design and validation.
- Maintain domain-specific knowledge and certifications, including Fortinet certifications, to support credibility and delivery quality.
Technology Recommendations
- Lead the process of advising the customer on best technologies and vendors to support their needs based on their desired outcome within the Cyber Go-To-Markets (Secure Business Strategy, Operational Excellence and Cyber Resilience)
- Suggest and provide quotes and outcome benefits for product add-ons that enhance existing customer environments without requiring major redesigns.
- Focus on incremental improvements that deliver value and align with the customer need and CDW’s portfolio.
Capture Requirements
- Conduct structured discovery to capture customers’ technical requirements, ensuring completeness and clarity.
- Lead CDW-led Network & Edge assessments – e.g. firewall and rulebase reviews, internet edge and exposure assessments, segmentation and remote access maturity reviews, and SASE readiness – to establish a prioritised target state.
- Gather requirements, validate and share understanding of the desired outcome of the project
- Document findings in line with CDW’s standards to inform design and delivery planning.
Proposal Creation
- Using the latest version of the proposal template, support the creation of the document whilst working with other aligned members of the Solution Sales team
- Produce to an exemplary standard, technical high level design documents in line with the customer requirements
- Contributing to the creation of defined bid outcomes, providing support throughout the engagement in meetings and relevant required documentation
Services
- Promote relevant CDW or partner services in line with the technical design and if required align relevant internal support from Solutions Sales teams if required.
- Provide accurate PS costings where relevant, following the internal processes in place.
- Position CDW Network & Edge professional and managed services – e.g. SASE / SSE design, segmentation design, firewall migration, managed firewall and managed SASE – to grow services attach on every Fortinet opportunity.
Commercials
- Architecture driven pricing and sizing to ensure opportunities meet the commercial element of the business outcome
- Consider all relevant options, taking into account potential commercial risks to both CDW and the customer
- Apply knowledge of Fortinet licensing and commercial models (e.g. FortiGuard service bundles, FortiFlex, FortiSASE subscriptions) and partner programme benefits to build competitive, profitable proposals.
What we expect of you
- Demonstrable knowledge in Fortinet network security solutions and the Network & Edge security domain, including SASE / SSE / ZTNA, next