Senior Business Development Manager - Cyber Security - Pacific Northwestat CDW Careers

CDW Security is the business unit with CDW, Inc. built to help our customers feel confident as they address security challenges and strive for impactful business outcomes.  We maintain industry-leading expertise in the areas of strategy, risk, compliance, identity and access management, data privacy, secure infrastructure, and workforce development, to name a few.  The products and services related to this expertise provide companies everything needed to develop and mature effective security programs. 

*Candidate should be located in the Pacific Northwest Region

As part of the Security Solutions Business Development Team, you will enhance CDW's presence, market share, and revenue growth in the Advisory / Management Consulting market. Specifically, you will execute the full sales lifecycle for enterprise Advisory related projects — strategic account planning, researching, prospecting, relationship-building, partnering with software vendors, and opportunity identification, pursuit, and closure, as well as all aspects of account growth.   

Your skilled experience will enable you to quickly embrace CDW Security's integrated sales approach, demonstrating the ability to open further opportunities for our other service offerings, including, but not limited: 

• Identity and Access Management
• Security Program Development 
• Privacy, Risk and Compliance
• Third-Party Risk Management
• Threat and Vulnerability Management
• Cyber Workforce Development
• Cloud Security
• Secure Infrastructure

Essential Responsibilities

• Develop and execute a successful territory management strategy that expands Focal Point’s customer base and achieves bookings and revenue targets;
• Establish a detailed, comprehensive understanding of Focal Point’s capabilities, service offerings, value proposition, market positioning, selling strategy and process, as well as our competitors and key differentiators;
• Cultivate productive relationships with key personnel in current and targeted accounts;
• Identify, engage, qualify, develop, and win new clients;
• Manage, support, and grow relationships with existing clients as a consultative seller;
• Network with a broad range of client organizations and executives in key fields, including:
  • Information Technology;
  • Information Security;
  • Finance;
  • Internal Audit;
  • Data Privacy, Compliance, and Legal;
  • Enterprise Risk Management; and
  • Procurement / Supply Chain Management;
• Research targeted accounts and clients using internal and external resources, capturing and using gathered information to drive data-driven outreach and follow-up communications;
• Proactively coordinate with other Focal Point resources to drive sales cycles, meet company objectives, and exceed client expectations. Key personnel include:
  • Subject Matter Experts;
  • Practice Leadership;
  • Sales Management; and
  • Marketing Department;
• Understand industry landscapes and follow trends that impact our clients’ business risk, strategic decision-making, and budget planning and expenditures;
• Provide accurate sales pipeline updates and sales forecasts;
• Proactively populate and maintain all information in Salesforce; and
• Complete sales status updates, reports, and related administrative deliverables.

Travel Requirements

• Regional travel up to 60%, as needed

Required

• 5+ years of experience working the full sales lifecycle of Advisory products and/or services.
• Significant experience with enterprise sales, with both strategic planning and in day-to-day execution, specifically including:
  • A proven performance record with demonstrated year-over-year metrics;
  • A successful record of meeting or exceeding sales goals;
• Ability to take personal ownership of professional goals and achieve clear monthly, quarterly, and annual targets
• Strong ambition and charismatic sense of urgency;
• Energetic networker and relationship-builder;
• Ability to work with and effectively coordinate across extended internal teams; and
• Excellent, professional written and verbal communication and interpersonal skills.
• Demonstrated ability to meet $3-5M yearly sales quotas; and
• Maintain a pipeline of at least $6M

Desired

• Strong preference for those candidates with current or prior experience in Advisory project-based sales including the following solution areas:
  • Data Privacy (ie, HIPAA, GLBA, GDPR, and NIST)
  • Audit / Assurance (IT, Financial and General)
  • GRC
  • Financial Advisory Services
  • Business process improvement
  • PMO / Project Advisory services
• Business development experience within a Big 4, mid-tier, or IT consulting firm, selling consultative / advisory services.

Education & Certifications

• 4-year degree – or equivalent work experience

Salary range: $108,500 - $152,100, depending on experience and skill set
Benefits overview: https://cdw.benefit-info.com/
Salary ranges may be subject to geographic differentials