Business Development - High Ed / Arubaat CDW Careers

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Job ID: 19001168
Updated: Jul 19, 2019
Location: Chicago, IL, United States

As an Aruba Business Development Executive (BDE), you will be responsible for driving sales growth specifically for the Aruba product lines within the Education account base. Primarily working with CDW sales team (including Account Managers, Account Executives, Sales Management, and Partner Specialists), you will need to develop net new pipeline and close sales using Aruba programs and incentives to deliver the best solution and price for the customer, while maintaining profitability. This position is open only to current CDW Coworkers with Education Sales experience and Aruba Pre-Sales Teams (PPM/Sales).

Key Areas of Responsibility
  • Attain quarterly and annual sales quota
  • Follow-up on and qualify leads
  • Generate new business opportunities to grow pipeline
  • Report pipeline and forecast to all stakeholders weekly
  • Identify key decision makers and manage the sales process
  • Negotiate pricing and incentive programs and close business
  • Proactively call into established targeted accounts
  • Provide monthly reporting of sales, wins, losses and sales inhibitors to your manager

  • Collaborate with the Aruba Education inside and field teams as well as the CDW Account Teams to build out a go to market strategy, deliver value prop and increase Aruba sales within target accounts.

  • Lead/assist Education Account Managers and Account Executives with customer telesales, on campus events, regional events, and customer sales calls to help in closing business for CDW and Aruba Build market awareness of CDW and Aruba through participation in local/regional industry events, organizations and affiliations.

  • Adhere to ethical and fair business practices, following the CDW Way principles

  • Participate in annual Performance Review and Talent Review processes
  • Travel as needed (up to 50%)
  • Maintain expense and budget expectations


Minimum Qualifications
      • Position is open to candidates with education experience or existing Aruba Pre-Sales Teams, inclusive of PPM and Sales.
      • 2+ years’ experience in inside sales, field sales or equivalent
      • Excellent communication skills (written and verbal), presentation skills, and effective interpersonal skills

      • Strong attention to detail and follow up
      • Demonstrated ability to perform and learn in a fast paced environment
      • Strong business acumen
      • Ability to build strong relationships both within CDW, as well as partners and customers

      • Aptitude to work with Executive and C-Level contacts within CDW, Aruba and Customers
      • Must be a self-starter and able to meet and exceed expectations with limited supervision

      • Proficiency with Microsoft Office: MS Word, Excel, PowerPoint etc.

Preferred Qualifications

      • Bachelor’s degree or 6+ years relevant work experience in sales or marketing

      • Thorough understanding of Aruba pricing programs

      • 2+ years’ experience in Sales and/or Marketing with responsibility for monthly & quarterly sales targets

      • Established relationships and 2+ years’ experience selling to Education market

      • Established track record of successful quote driven sales attainment
      • Established track record of strong executive level communication (C-Level, Dept Head, etc)

      • Familiarity in directing and maintaining enterprise-level sales proposals and contracts

      • Strong working knowledge of the Education market with a focus on additional learning

      • Strong knowledge of CDW’s value prop and ability to execute solution focused marketing programs effectively

Job Category: Technical Sales
Job Type: Full-Time
Travel Percentage: 50%

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