CDW Careers
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Business Development Specialist - proofpointat CDW Careers

Job ID: 18000791-OTHLOC-126100025537
Updated: May 29, 2018
Location: Lincolnshire, IL, United States

Role Overview

Responsible for driving sales growth specifically for proofpoint products and solutions. Primarily working with CDW and 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.

 

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, Solution Architects, Account Executives, Account Managers, Partner Specialists, and Licensing specialists as well as Partner Business Development Managers and sellers to identify, facilitate and close opportunities
  • Business Architect, Solution Architect, Account Executive/Account Manager enablement on proofpoint products and solutions
    Drive CDW and proofpoint Programs through use of marketing plays, Whitespace Campaigns, Red Carpets and In-Market events.
  • 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 proofpoint products and solutions.
  • Liaise between CDW Sales and Technical Specialists and proofpoint Partner specialists and sellers

Responsibilities

  • Attain monthly, quarterly and annual sales and profitability quota
  • Conduct high level and technical conversations and training presentations with customers and account managers
  • Consistently build and deliver on account and opportunity pipeline
  • Drive sales and profit for proofpoint 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 proofpoint 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 proofpoint product and solution stack

Qualifications

Qualifications

Minimum Qualifications

  • High School Diploma
  • Two year minimum experience with strategic account planning and consultative sales

Other Qualifications

  • Proven track record of organically growing white space
  • History of facilitating comprehensive Solution Sales that include product and services sales
  • 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:

  • Bachelor’s Degree
  • Industry proofpoint knowledge & Certifications
  • Successful completion of a recognized formal sales training program(s)
  • Knowledge of CDW business model
  • Knowledge of CDW ordering process
  • Knowledge of proofpoint Partner programs
  • Knowledge of strategic use of focus use cases
  • Knowledge of proofpoint product portfolio
Job Category: Specialty Sales
Job Type: Full-Time
Travel Percentage: 25%