Dell Business Development Managerat CDW Careers

Role Overview

The Business Development Manager is responsible for accelerating growth within the segment, positioning CDW as a preferred vendor Nationally, leveraging our manufacturer partner Dell and partnering with our customers to provide solutions that meet their evolving business demands.

Key Areas of Responsibility

• Target high visibility corporate accounts and projects
  • Discovery of C-level clients’ business needs
  • Addressing needs with proper solutions
  • Applying project management techniques for successful delivery
• Coordinate with Sales to:
  • Determine the market(s) to address
  • Determine the accounts within target markets
  • Review current state of relationship within selected accounts
  • Assist and support in execution of growth strategy within selected accounts
  • Develop a long-term, mature pipeline of solutions-based opportunities
• Develop relationships with key organizations and Dell to further align CDW to the evolving needs of our customers
• 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.
• Ability to deliver CDW’s value proposition around eProcurement and support. Provide internal and external eProcurement support if/when needed.
• 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
• Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA’s and Teaming Agreements prior to RFP release.
• Drives incremental revenue and profit growth within the identified account base
• Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of Dell business.
• Articulates value proposition to partners and customers.
   

 Responsibilities

• Understand, prepare and present technology stacks
• Lead customer conversations and training presentations
• Consistently build and deliver on account and opportunity pipeline
• Drive sales and profitability for a specific product line
• Follow-up on and qualify leads
• Generate new business opportunities to grow pipeline
• Identify key decision makers and manage the sales process

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.

Qualifications

Minimum Qualifications

• Bachelor’s degree
• 3 years customer facing sales/marketing/business development experience
• Strong customer facing skills with a history of building solid relationships with C-level contacts
• Proven record of success in navigating procurement departments for additional opportunities

Other Qualifications

• Demonstrated collaboration behavior with excellent facilitation and negotiation skills.
• Proven ability to influence across all functions of an organization.
• Excellent verbal and written communication skills.
• Demonstrated collaboration behavior with excellent facilitation and negotiation skills.
• Strong problem-solving skills with demonstrated ability to find solutions while working independently.
• Must be able to communicate effectively and in a constructive manner with management, peers and coworkers.
• Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility.
• Excellent presentation skills
• Experience in a services delivery model that utilized both direct and third-party delivery
• 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 working in collaborative environments
• Motivated with strong problem-solving skills
• Able to work in a fast-paced environment 

Preferred Qualifications

• High technical acumen
• Successful completion of a recognized formal sales training program(s)
• Knowledge of CDW business model
• Knowledge of CDW ordering process