CDW Careers

Business Development Specialist, Arubaat CDW Careers

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Job ID: 18000545
Updated: May 22, 2018
Location: Chicago, IL, United States


Responsible for driving sales growth specifically for the Aruba ClearPass product line within CDW’s corporate account base. 

As a Business Development Specialist – Aruba, you will be working with CDW sales teams and Solution Architect subject matter experts. As a Business Development Specialist, Aruba, you will be responsible for developing pipeline and facilitating sales using partner programs as well as incentives to deliver the best solution for our customers. You will be responsible for maintaining profitability and crafting solutions.

Key Areas of Responsibility
  • Develop and manage a sales strategy to meet or exceed bookings targets 
  • Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools 
  • Collaboratively work with Account Managers, Presales Account Executives, Networking/Security SA’s in a given geography to identify and facilitate opportunities 
  • Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the general Account Manager audience 
  • Present logical and well-organized arguments, data, and concrete business examples 
  • Clearly explain relevant facts, effectively distinguish Aruba clear pass offerings from competitors, offer Aruba Clear pass product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase of HP Backup and Recovery solutions 
  • Achieve Aruba ClearPass certification track
  • Attain quarterly and annual sales quota 
  • Conduct high level 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 
  • Negotiate pricing and incentive programs and facilitate business 
  • Proactively call into established targeted accounts 
  • Increase rapid acceptance of HP Backup and Recovery in the geography: 
  • Developing a thorough understanding of your Aruba and HP portfolio 
  • Defining and articulating a strategy and solution by customer and vertical


Minimum Qualifications

  • 2 years experience with strategic account planning and consultative sales 
  • High School Diploma 
Other Qualifications
  • Proven track record of organically growing white space 
  • History of facilitating larger sales solutions over 25k in revenue 
  • 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 in a collaborative environment 
  • Motivated seller with strong problem solving skills 
  • Able to work in a fast paced environment 
Preferred Qualifications
  • Industry standard networking or security Certifications 
  • Successful completion of a recognized formal sales training program(s) 
  • Prior expertise in selling solutions, specifically HP or Aruba

Job Category: Specialty Sales
Job Type: Full-Time
Travel Percentage: 25%