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Business Development Specialist - Symantecat CDW Careers

Job ID: 18001868
Updated: Oct 31, 2018
Location: Chicago, IL, United States

Responsible for driving sales growth specifically for the Symantec product lines within CDW’s account base. Primarily working with CDW sales team (including Account Managers, Presales and Account Executives), develop pipeline and facilitate sales using partner programs as well as incentives to deliver the best solution for the customer while maintaining profitability when crafting solutions.

 

Key Areas of Responsibility

  • Develop and manage a territory sales strategy (geography and/or market segment) 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, security specialists 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 Symantec offerings from competitors, offer Symantec product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase of Symantec solutions

Responsibilities

  • 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 Symatec in the geography through:
    • Developing a thorough understanding of the solution portfolio
    • Defining and articulating a strategy and solution by customer or vertical
    • Partnering with other teams to align horizontal solutions with key accounts
    • Assume a leadership role developing and executing customer facing demand generation activities including webinars and other events

Qualifications

Minimum Qualifications

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

Other Qualifications

  • Proven track record of organically growing white space
  • History of facilitating sales solutions over 25k in revenue
  • Proven Customer and CXO 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 CXO levels.
  • Ability articulate the business benefits of Symantec solutions
  • Experience in a collaborative environment
  • Knowledge of Symantec configuration tools
  • Motivated seller with strong problem solving skills
  • Able to work in a fast paced environment

Preferred Qualifications:

  • Knowledge of CDW business model
  • Knowledge of CDW ordering process
  • Knowledge of Symantec DIRECT ordering process
  • Current Symantec Professional Certification
  • Knowledge of Symantec portfolio, specifically Catalyst family
  • Knowledge of Cisco security portfolio, specifically ISE
  • Knowledge of strategic use of Leasing for large purchases
Job Category: Technical Sales
Job Type: Full-Time
Travel Percentage: 25%

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