Higher Education Business Development Strategist - Arubaat CDW Careers

Role Overview

The Aruba Business Development Strategist is responsible for accelerating growth and positioning CDW as a focus partner, within a specified Higher Education account base. This role will be responsible for working with Sales, PPM and ITS to develop pipeline, help drive alignment internally as well as with the partner, to develop net new pipeline and help deliver the best solution and price for the customer, while maintaining profitability.

Key Areas of Responsibility

• Develop and manage a sales strategy (geography and/or market segment) to meet or exceed bookings targets.
• Provide weekly/monthly/quarterly sales forecasting to all stakeholders
• Follow-up on and qualify leads
• Manage and generate new business opportunities to grow pipeline
• Identify key decision makers and manage the sales process
• Negotiate pricing and incentive programs and close business
• Proactively call into established targeted accounts
• Provide monthly reporting of sales, wins, losses and sales inhibitors to related stakeholders
• Collaborate with HPE and Aruba inside and field teams, as well as the CDW Account Teams to build a go to market strategy, deliver value prop, increase HPE and Aruba sales within targeted accounts, and increase CDW/HPE and Aruba brand awareness and visibility 
• Work with CDW and HPE/Aruba sales in various aspects of the sales cycle, including local/regional industry and customer events.
• Works closely with various stakeholders throughout CDW including inside sales teams, field sales, sales management, program management, et al.
• Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business.
• Articulates value proposition to partners and customers. 

 Responsibilities

• Conduct high level conversations and sales enablement
• Consistently build and deliver on account and opportunity pipeline
• Drive sales and profitability for HPE/Aruba solutions
• Follow-up on and qualify leads
• Identify key decision makers and manage the sales process
• Negotiate pricing and incentive programs and facilitate business
• Proactively call into established targeted accounts
• Accelerate HPE and Aruba solutions growth through:
  • Developing a thorough understanding of the portfolio
  • Articulating a strategy and solution by customer or vertical
  • Partnering with other teams to align horizontal solutions with key accounts
• Adhere to ethical and fair business practices, following the CDW Way principles
• Participate in annual Performance Review and Talent Review processes
• Travel as needed (up to 50%)
• Maintain expense and budget expectations

The information in this position description is intended to convey information about the key responsibilities and requirements of the position.  It is not an exhaustive list of the skills, efforts, duties, responsibilities or working conditions associated with the opportunity. Responsibilities are subject to change.

Minimum Qualifications

• Position is open to candidates with higher education experience or existing HPE and Aruba Pre-Sales Teams, inclusive of PPM and Sales.
• 2+ years' experience in inside sales, field sales or equivalent
• Excellent communication skills (written and verbal), presentation skills, and effective interpersonal skills
• Strong attention to detail and follow-up
• Strong business acumen
• Ability to build strong relationships both within CDW, as well as partners and customers
• Aptitude to work with Executive and C-Level contacts within CDW, HPE and Aruba and Customers
• Must be a self-starter and able to meet and exceed expectations with limited supervision
• Proficiency with Microsoft Office: MS Word, Excel, PowerPoint etc

Other Qualifications

• Proven track record of organically growing white space
• Proven Customer and level interaction skills required
• Conduct high level conversations and training presentations
• 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
• Experience in a collaborative environment
• Motivated seller with strong problem-solving skills
• Demonstrated ability to perform and learn in a fast-paced environment 

Preferred Qualifications

• Bachelor's degree or 6+ years relevant work experience in sales or marketing
• Thorough understanding of HPE and Aruba pricing programs
• 2+ years' experience in Sales and/or Marketing with responsibility for monthly & quarterly sales targets
• Established relationships and 2+ years' experience selling to Higher Education market
• Established track record of successful quote driven sales attainment
• Established track record of strong executive level communication (C-Level, Dept Head, etc.)
• Familiarity in directing and maintaining enterprise-level sales proposals and contracts
• Strong working knowledge of the Higher Education market with a focus on additional learning
• Familiarity of eCommerce and eProcurement functionalities and value proposition
• Strong knowledge of CDW's value prop and ability to execute solution focused marketing programs effectively