Job details
Job type full-time
Full job description
The business development lead develops and executes upon strategic plans to expand and enhance business opportunities within select agencies or accounts within the assigned business segmentThis individual generates new business through various business development activities including identifying and strategically targeting contracts (bpas, idiqs, et al), mentoring inside sales and field sales teams prospecting, networking and building executive-level relationships in targeted agencies and their relevant system integration partners.
Key areas of responsibility
Drives incremental revenue and profit growth within the identified account base and partner portfolio
Act as the subject matter expert for customer visits and presentations, customer conference calls and webinars, as well as participate in all aspects of large transaction sales cycles
Be a subject matter expert on the designated partner’s products, programs and go to market strategies and communicate them to cdw customers and sellers
Work closely with multiple stakeholders at the customer to influence the final requirements of the target opportunity, including executives, program leads, project leads, technical experts, and procurement.
Lead and develop cdw sales and designated partner field alignment to further align with the evolving needs of our customers
Lead customer facing events to communicate the value add of cdw and the partner
Understand the competitive landscape in assigned segment and/or region and how market conditions can impact cdw and the partner being supported
Ability to articulate and connect customer needs to cdw’s value proposition around hybrid solutions
Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of netapp business
Coordinate with sales and its to:
Determine the market(s) to address
Determine the accounts within target markets
Review the current state of relationship within selected accounts
Assist and support in the execution of growth strategy within selected accounts
Develop a long-term, mature pipeline of solutions-based opportunities
Have excellent knowledge of cdw service offerings and the process in which account managers attach them to partner solutions
Coordinates with appropriate resources to execute necessary legal and financial agreements, such as nda’s and teaming agreements prior to rfp release
Develop and execute to quarterly sales plan
Present monthly scorecard showcasing sales engagement and resulting pipeline
Education and/or experience qualifications
Bachelor’s degree
5 years of experience selling technology to corporate or public sector clients
1 year of experience working on large contract pursuits or data center pursuits
Strong understanding of the data center technology space
