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Senior Business Development Specialist - Cisco Softwareat CDW Careers

Job ID: 19000865
Updated: May 01, 2019
Location: Lincolnshire, IL, United States

Responsible for driving sales growth for the Cisco Software category, as well as, enablement of the CDW sales and architecture communities. Through primarily working with CDW sales teams (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. Additionally, directly engage with customers to present on the value of the Cisco software buying programs providing guidance and thought leadership to maximize software procurement benefits.

 

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, and Solution Architects 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
  • Partner with channel and vendor resources on program changes, as well as, remaining current on programs and incentives
  • Develop and utilize financial tools showcasing to customers the return on investment and/or total costs of ownership
  • Clearly explain relevant facts, effectively distinguish Cisco offerings from competitors, offer Cisco product pricing and program assistance, as well as, present a well-prepared compelling case to the customer for purchase of Cisco software solutions

Responsibilities

  • Drive sales and profitability for a specific product line
  • Attain quarterly and annual sales quota
  • Conduct high level conversations and training presentations
  • Consistently build and deliver on account and opportunity pipeline
  • 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 Cisco software throughout the sale community 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

  • 4 year minimum experience with strategic account planning and consultative sales
  • Bachelor’s degree in business, finance, technology, and/or marketing

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 Cisco software solutions
  • Experience in a collaborative environment
  • Knowledge of Cisco configuration tools
  • Motivated seller with strong problem solving skills
  • Able to work in a fast paced environment

Preferred Qualifications:

  • MBA or post-graduate degree preferred
  • Knowledge of CDW business model
  • Knowledge of CDW ordering process
  • Knowledge of Cisco DIRECT ordering process
  • Knowledge of strategic use of Leasing for large purchases
Job Category: Sales General
Job Type: Full-Time
Travel Percentage: 25%

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