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APC Solution Specialistat CDW Careers

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Job ID: 18000938
Updated: Aug 08, 2018
Location: Chicago, IL, United States

Responsible for the maintenance and renewal revenue for APC/Schneider at CDW. Working across the CDW pipeline of installed assets as well as new incremental opportunities, this business is roughly $15M in annual revenue. The resource will be set up like a contractor in that he/she will have access to APC/Schneider customer installation databases and thus would access to all of the information to quote and follow up on service opportunities often without interfacing with an APC/Schneider internal seller which can often add cycles be a bottleneck. Historically this business is run through the Power ISA team and is a major pain point due how labor intensive it often can be. This role would take that burden off the team and offer them more time for proactive selling.

 

Key Areas of Responsibility

  • Act as an extension of APC/Schneider and S3 support for sales
  • Proactive management of funnel of annual service renewal opportunities and battery replacements for thousands of CDW-sold assets
  • Account manager and customer facing interface to run full cycle of sales process, cross sell and upsell
  • Primary interface with APC/Schneider channel and field services teams
  • Lead product lifecycle efforts around turning aging units late in serviceable life into new hardware pipeline
  • Regular and proactive education of CDW account manager base (inside and field) on business case for APC service solutions
  • Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the general Account Manager audience

Responsibilities

  • 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
  • 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 APC solutions in the geography through:
  • Developing a thorough understanding of the portfolio
  • Partnering with other teams to align horizontal solutions with key accounts

Qualifications

Minimum Qualifications

  • Bachelor’s degree + 2 years IT experience, OR
  • 6 years experience in technical sales, OR
  • 4 years CDW PPM experience + 2 years experience in sales

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 environments

Preferred Qualifications

  • Industry Power and Cooling Certifications
  • Successful completion of a recognized formal sales training program(s)
  • Knowledge of CDW business model
  • Knowledge of CDW ordering process
Job Category: Specialty Sales
Job Type: Full-Time
Travel Percentage: 10%

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