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itopia K12 Business Development Strategist at CDW Careers
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The itopia Business Development Strategist is responsible for accelerating growth and positioning CDW as a focus partner, within the Education segment. 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 to meet or exceed bookings targets
● Manage and generate new business opportunities to grow pipeline
● Identifies trends in customer purchasing patterns and develop growth plan to help sales teams capture a greater share of business
● Develop a pipeline of opportunities through lead generation activities, campaigns and events
● Proactively call into established targeted accounts
● Follow-up on and qualify leads
● Identify key decision makers at CDW, itopia and customer base and manage the sales process as needed
● Negotiate pricing and incentive programs and close business
● Collaborate with itopia teams, as well as the CDW Account Teams to build a go to market strategy, drive sales and increase itopia brand awareness and visibility
● Represent CDW and itopia at industry events, conferences and customer events
● Work closely with various stakeholders throughout CDW including inside sales teams, field sales, sales management, program management, finance, education marketing as needed to drive business forward
● Provide weekly/monthly/quarterly sales forecasting to all stakeholders; Monthly pipeline reporting and data hygiene of CRM system to inform forecasting
● Provide monthly reporting of sales, wins, losses and sales inhibitors to related stakeholders
● Drive market share, brand awareness and visibility of itopia in the market and within the CDW education sellers
● Position itopia and CDW Education teams for success by establishing efficient and effective internal sales processes
● Maintain updated product collateral and stay top of mind with sellers using account management and mapping at a regular cadence; including training sales teams
● Own all aspects of the sales cycle including support on pricing, contracts, purchasing vehicles, RFPs and RFQs
● Stay informed on market trends, competitive landscape and business intelligence
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Minimum Qualifications
● 5+ years' experience in inside sales, field sales or equivalent in education technology
● Excellent communication skills (written and verbal), presentation skills, and effective interpersonal skills
● Strong attention to detail and follow-up and business acumen
● Ability to build strong relationships both within CDW, as well as partners and customers
● Must be a self-starter and able to meet and exceed expectations with limited supervision
● Proven ability to navigate stakeholders at a school district
● Familiarity with the Google for Education and adjacent technology
● Confidence in presenting to high-level decision makers
● Proficiency with reporting metrics and pipeline management
Preferred Qualifications include:
● Proven track record of organically growing white space
● Proven Customer and executive level interaction skills required
● Able to communicate technical concepts and business solutions
● Motivated seller with strong problem-solving skills
● Demonstrated ability to perform and learn in a fast-paced environment
● Thorough understanding of CDW Channel and PPM workings
● Established relationships and 5+ years' experience selling to Education market
● Established track record of successful quote driven sales attainment
● Familiarity in directing and maintaining enterprise-level sales proposals and contracts
● Strong knowledge of CDW's value prop and ability to execute solution focused marketing programs effectively
● Location: Chicagoland Area (W Adams Office)
