CDW Careers

Business Development Manager-Polycomat CDW Careers

Job ID: 18000790
Updated: May 02, 2018
Location: Chicago, IL, United States


Responsible for developing strategic direction driving sales growth specifically for Polycom and their Alliance Partners solutions as well as CDW and Polycom Services portfolio. Primarily working with CDW and Polycom partner sales teams and technical groups, develop pipeline and facilitate sales using partner programs as well as incentives to deliver the best solution for the customer while maintaining solution profitability. Selling the “meeting experience” for these solutions and how the technology will enable business objectives.


Key Areas of Responsibility

  • Develop and manage a territory sales strategy (geography and/or market segment) to meet or exceed bookings targets and increase average order sales
  • Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
  • Collaboratively work with CDW Business Architects, CDW Service Team Leads, CDW SA Team Leads, Solution Architects, Account Executives, Account Managers, Partner Specialists, and Licensing specialists as well as Partners Business Development Managers and sellers to identify, facilitate and close opportunities
  • Business Architect, Solution Architect, Account Executive/Account Manager enablement on Polycom solutions and Alliance partners platforms.
  • Work with CDW Services Team Leads to identify, develop and sell CDW and Polycom services offerings
  • Effectively distinguish CDW offerings from competitors, offer partner product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase of Polycom and their Alliance Partner products and solutions.
  • Develop, support and manage CDW’s Polycom demo roadshows along with CDW’s Services Team Leads.


  • Develop and execute Polycom and Alliance Partner solutions strategy within CDW
  • Work with CDW Services Team Leads to identify, develop and sell CDW and Polycom services offerings
  • Maintain Polycom Roadshow demo and key note presentations
  • Train solution architects on Polycom and Alliance Partner solutions
  • Develop sales enablement material
  • Be a thought leader for CDW on Polycom solutions, platforms and services
  • Attain monthly, quarterly and annual sales and profitability quota
  • Conduct high level and technical conversations and training presentations with customer, solution architects and account managers
  • Consistently build and deliver on account and opportunity pipeline
  • Drive sales and profit for Polycom and Alliance Partner solutions
  • 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 Polycom and Alliance Partner solutions in the geography through:
    • Developing a thorough understanding of the solution portfolio
    • Defining and articulating a strategy and solution by customer or vertical
    • Architecting solutions using the full Polycom and Alliance Partner product and solution stack
  • Travel as needed


Minimum Qualifications

  • Bachelor’s Degree or equivalent in experience
  • Minimum five years technology solution selling, consulting, presales or equivalent
  • 1 year of experience working on large contract pursuits.
  • Strong understanding of the supported technology

Other Qualifications

  • Proven track record of organically growing white space
  • Strong understanding of Polycom Alliance products as well Alliance Partner platforms including MS Skype for Business, MS Teams, Zoom, Bluejeans, others as requested
  • History of facilitating comprehensive Solution Sales that include product and services sales
  • History of identifying and developing service offerings in conjunction with service delivery teams
  • History of developing and demo environments
  • 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 CXO levels.
  • Ability to craft comprehensive cloud based 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:

  • Knowledge or Polycom and top alliance partner platforms
  • Knowledge of CDW business model
  • Knowledge of CDW ordering process
  • Knowledge of Polycom Partner programs
  • Knowledge of strategic use of focus use cases
  • Knowledge of Polycom product portfolio
  • Understanding of market and customer needs
  • Knowledge of Skype for Business
Job Category: Specialty Sales
Job Type: Full-Time
Travel Percentage: 25%