Business Development Specialist

CDW; Chicago (IL); On-site; USD 90,000 - 150,000; Full time

Job summary

CDW is seeking a strategic account leader focused on services within our corporate account base. You will partner with Academy and Residency teams to build pipeline, forecast activity, and drive profitability through partner programs and incentives.

You will manage quarterly quotas, deliver high level presentations, and expand opportunities with senior decision makers. A background in strategic sales, enterprise IT services, and strong communication is essential.

Qualifications

• 2+ years in strategic account planning and consultative sales
• High School Diploma or equivalent is required
• Experience with enterprise IT services is preferred
• Strong communication and presentation skills
• Ability to work cross-functionally with sales, presales, and leadership

Responsibilities

• Attain quarterly and annual sales quota.
• Conduct high level conversations and training presentations.
• Consistently build and deliver on account and opportunity pipeline.
• Drive sales and profitability for services.
• Follow-up on and qualify leads and generate new business opportunities.
• Identify key decision makers and manage the sales process.
• Negotiate pricing and incentive programs to close deals.

Skills

Strategic account planning

Consultative sales

Forecasting

Executive communication

Negotiation

Problem solving

Team collaboration

Technical communication

Education

High School Diploma

Tools

Salesforce CRM

Forecasting tools

Job description

Overview

Responsible for driving sales growth, specifically for services within CDW's corporate account base. Primarily working with CDW sales teams (especially with Academy and Residency Teams), develop pipeline and facilitate sales using partner programs as well as incentives to deliver the best solution for the customer. Maintain profitability when crafting solutions.

Key Areas of Responsibility

• Teach and manage a territory sales strategy (geography and/or market segment) to meet or exceed bookings targets
• Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
• Collaboratively work with Academy and Residency Sellers, Presales Account Executives, Server/Storage ISA's and FSA's in a given geography to identify and facilitate opportunities
• Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the Academy and Residency Sellers
• Present logical and well-organized arguments, data, and concrete business examples

Responsibilities

• Attain quarterly and annual sales quota
• Conduct high level conversations and training presentations
• Consistently build and deliver on account and opportunity pipeline
• Drive sales and profitability for services
• Follow-up on and qualify leads
• Generate new business opportunities to grow pipeline
• Identify key decision makers and manage the sales process
• Negotiate pricing and incentive programs and facilitate business
• Proactively call into established targeted accounts
• Defining and articulating a strategy and solution by customer or vertical

Minimum Qualifications

• 2 years experience with strategic account planning and consultative sales
• High School Diploma

Other Qualifications

• Proven track record of organically growing white space
• History of facilitating larger sales solutions over 25k in revenue
• Proven Customer and level interaction skills required
• Outstanding verbal, written, and presentation skills in executive and informal settings required
• Must be knowledgeable or have some related experience in the technical industry
• Able to communicate technical concepts and business solutions
• Demonstrated ability to understand and interact with senior level management levels.
• Ability to craft comprehensive data center solutions and to articulate business benefits of those solutions
• Experience in a collaborative environment
• Motivated seller with strong problem solving skills
• Able to work in a fast paced environment

Preferred Qualifications

• Industry standard server and storage Certifications (server plus /storage plus)
• Successful completion of a recognized formal sales training program(s)
• Knowledge of CDW business model
• Knowledge of CDW ordering process
• Knowledge of strategic use of Leasing for large purchases