Renewal Solutions Advisorat CDW Careers

A unique customer facing sales with a data analytics skillset is required for the Renewal Solution Advisor role.  The Renewal Solution Advisor is responsible for driving sales growth through selling maintenance contracts and renewal solutions including software as a service (SaaS), subscription, software, services, and hardware into existing and new Territory and Major accounts. The data analytics skillset prerequisite is for the contract and inventory analysis, reconciliation, and data analytical spreadsheet work is required to put together client maintenance and renewal solutions. This is a client facing role primarily working with CDW sales teams to develop pipeline and facilitate sales using partner programs as well as incentives to deliver the best solution for the customer while maintaining profitability when crafting solutions. 

Key Areas of Responsibility

• Attain quarterly and annual sales quota.
• Influences and drives renewal and maintenance strategy across multiple functions for various-sized projects.
• Work with OEM partners to obtain alignment/support and maximize CDW profits by leveraging deal registration and other incentive programs.
• Manage a pipeline, ensure all opportunities are forecasted and updated properly in a timely fashion.
• Owns the renewal and maintenance strategy for several major/territory accounts.
• Has a comprehensive understanding of Hardware Maintenance, Software Maintenance, Software Subscription and Software as a Service (SaaS) subscriptions and understands the full breadth of maintenance offerings and competitive landscape.
• Client-facing.  High touch.  Responsible for enterprise-wide Hardware Maintenance, Software Maintenance, Software Subscription and Software as a Service (SaaS) subscription contract sales within their assigned region.
• Attend and participate in weekly/biweekly regional sales meetings.
• Responsible for proactively managing assigned clients’ entire renewal portfolio, renewal tracking, notifications, and renewal follow-up to help ensure on-time renewals.
• Understand and follow the LAER customer success model.
• Exploring their client base and prospect accounts for ideal Enterprise Agreements (EA) candidates.
• Sells Maintenance services to achieve assigned goals and objectives by working with sellers, architects, and our clients to leverage relationships to up sell the value of CDW Maintenance Services.
• Identifies new and existing customer maintenance needs by taking a holistic view of a client’s maintenance environment.  Identifies opportunities and provides the client with strategy and insights to help improve their maintenance posture.
• Maintains pipeline of renewal business to attain assigned annual quota and is responsible for forecasting renewal opportunities.
• Makes regular sales calls to develop and foster relationships with customers and OEM partner representatives.
• Maintains relationships with appropriate vendors and consulting communities.
• Develops and presents CDW value proposition and customer relevant solutions.
• Develops and maintains account relationships to maximize long-term sales opportunities and ensure effective negotiation of contracts, terms and conditions, and discounts.
• Establishes and maintains all business relationships with the customer through the full-service lifecycle.
• Assists with contract and inventory analysis and data reconciliation.
• Stays current with existing manufacturer maintenance programs.
• Clearly explain relevant facts, effectively distinguish OEM maintenance solutions from competitors, and present a well-prepared compelling case to the customer for purchase of maintenance service solutions.
• Responsible for positioning our Maintenance Sales Analysis.

Technology Leadership

• Responsible for staying up to date on programs and rules surrounding the OEMs maintenance offerings.
• Collaborate with other Renewal Solution Advisor (RSAs) and share information and best practices.

Sales Support

• Allow sellers to focus on net new business.
• Interact and meet with sellers around account planning strategies specific to maintenance and opportunities for expansion.
• Provide recommendations around renew, refresh or upgrade solutions.
• Assist with RFP bid process as it relates to maintenance renewals.
• Work with renewals operations on proactive quote opportunities and issues.
• Assist with service contract issues.
• Work with OEM partner sellers on account planning opportunities regarding maintenance renewals, as well as provide forecasting and opportunity updates.
• Work with OEM partners on pricing negotiations on behalf of the client.

Sales

• Responsible for proactively managing assigned clients’ entire renewal portfolio, renewal tracking, notifications, and follow-up to help ensure on-time renewals.
• Focus on expanding the renewal sales footprint within our enterprise accounts which allows our sellers to focus on net-new sales.
• Responsible to cross-sell/upsell (CTS and CES (our TPM offering)).
• Responsible for maintenance contract strategy (i.e., multi-year, SLA alignment, software ELAs, etc.).
• Responsible for assisting the client in developing their inventory baseline and baseline reconciliation.
• Subject Matter Expert (SME) and Single Point of Contact for all things maintenance.
• Assist with contract change management (MACD).

Additional Responsibilities

• Conduct high level conversations and training presentations.
• Generate new business opportunities to grow pipeline.
• Identify key decision makers and manage the sales process.
• Proactively call into established targeted accounts.
• Assist in identifying, building out and driving new solutions or existing underutilized solutions.

Minimum Qualifications

• Bachelor’s degree or equivalent work experience.
• 3-year minimum industry experience (renewals, lifecycle, or solution selling).
• Experience selling IBM, Cisco, Dell/EMC, NetApp, or similar vendor maintenance solution

Other Required Qualifications

• Proficient in Microsoft office applications (Excel experience and proficiency is required).
• Ability to travel up to 20% of the time.
• History of managing multi-million-dollar renewal solutions.
• Proven success and experience selling IT solutions and services or equivalent.
• Knowledge and proven success of engaging and working with sales teams.
• Ability to execute on territory goals and metrics.
• Ability to adapt and change to the business needs of the practice and team coverage model.
• Strong interpersonal and presentation skills, including consulting skills.
• Strong oral and written communication skills.
• Strong passion for learning and teaching others.
• Proven group presentations skills.
• Motivated and self-starting.
• Ability to think creatively and come up with proactive ideas that will increase sales.
• Strong problem-solving skills.
• Must be able to communicate effectively and in a constructive manner with management, peers, and coworkers.

Preferred Qualifications:

• Proven success and experience selling maintenance and support solutions and services.
• Sales experience in the geographic territory of role.