Infrastructure Customer Solution Lead

Description:

As a Modern Infrastructure Customer Solution Lead dedicated to National Defence, you focus is on driving rapid infrastructure modernization to ensure our defense clients remain mission-ready and capable of safeguarding Canada against evolving threats. This involves transforming both datacenter and public cloud environments into integrated, secure, and agile architectures that support advanced applications, data analytics, and AI-driven workloads—delivering the resilience and operational excellence required for national security objectives.

This role at Softchoice, is part of our National Defence High-Performance Team (HPT), which means that you will be working alongside and collaborating closely with a team of individuals who are focused on network modernization, workplace transformation, security and COTS, which includes Microsoft technologies. This team is led by an Account Director, and works closely with a National Defence Industry Advisor. You will collaborate with DND personnel to understand their operational needs and technical requirements, creating detailed technical proposals and solution blueprints. Additionally, you will help to define the services required for architecting and deploying modern infrastructure solutions, providing technical leadership and guidance during the sales cycle including transition of solution design and knowledge of the customer ’ s needs to the engineering team for implementation.

What You Will Do

Bring a growth mindset and sense of urgency. 
Grow and develop hybrid IT solutions and services that include a mix of compute, storage, network, public cloud, professional services, and/or managed services 
Leverage an insights-driven sales approach, along with a current knowledge of departmental and technical trends, to customize solutions for DND needs and mission goals 
Work in partnership with Account Directors and other team members to engage with SSC and DND/CAF directly, early in the sales cycle 
Collaborate with key government personnel to understand their mandates, mission objectives and technical requirements. 
Design and develop solutions tailored to meet departmental requirements. 
Create detailed technical presentations and solution blueprints. 
Define the services required for deploying these solutions. 
Provide technical leadership and guidance during the pre-implementation phase ensuring that the services delivery team is fully briefed on the expected project outcomes. 
Participate in assessments and audits of existing network infrastructures to ensure solutions you design meet the needs of DND. 
Ensure solutions are scalable, secure, and aligned with industry best practices. 
Stay updated with the latest technologies and industry trends. 
Maintain relevant technical certifications in your focused specialization areas. 
Collaborate with our partner field sales and solution architecture teams. 
Build and maintain account and market penetration plans on assigned accounts 
Quarterback opportunities from the point of assessing customer needs through closing deals and driving diversification 
Engage pre-sales and internal support to provide outstanding, end-to-end service 
Nurture strategic relationships with key partners and vendors 

What You Bring To The Table

Professional Experience with National Defence and in Infrastructure Modernization: 
7+ years of experience selling technology solutions in a pure sales or technical pre-sales role. 
Extensive experience aligning DND mission objectives and initiatives with relevant technology requirements. 
Proven track record in identifying, developing, and driving sales for legacy infrastructure environments, including computing, storage, and networking within data center infrastructure. 
In-depth knowledge of Cisco and major storage provider solutions as they pertain to modern infrastructure needs. 
Strong expertise in private cloud, hybrid cloud, and public cloud models, with experience across Azure, AWS, Google, and Managed Services. 
Adept at building relationships and engaging with customer decision makers involved in infrastructure modernization efforts. 
Demonstrated ability to manage relationships at all organizational levels and effectively mobilize stakeholders to achieve critical deliverables. 
Exceptional communication skills, especially in conveying complex modern infrastructure concepts 
Recognized demand generation capabilities, focused on proactive selling rather than solely responding to existing demand. 
Documented success in developing and increasing sales for Managed and Professional Services offerings. 
Creative, strategic thinker with a client-focused service approach. 
Relevant certifications are highly desirable and if not currently certified, a commitment to achieving relevant certifications and maintaining them as they evolve. 
Ability to work independently and as part of a team. 
Bachelor’s degree or equivalent relevant experience. 
Knowledge of MEDDPICC is an asset 
Bilingualism (English and French) is an asset 
Experience in working with National Defence 
TS clearance is highly desired or eligibility to obtain a clearance (Secret or higher) 
Ability to travel up to 25% of the time.