Business Development Specialist - McAfeeat CDW Careers

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Job ID: 19002401
Updated: Jan 02, 2020
Location: Chicago, IL, United States

Responsible for driving sales growth specifically for the McAfee product line within CDW’s account base. Primarily working with CDW and McAfee sales teams and technical groups (including Account Managers, Account Executives, Solution Architect’s (SA) and McAfeePartner Account Manager’s (PAM), 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 grow a territory sales strategy (geography and/or market segment) to meet or exceed bookings targets on net new licenses 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 and McAfee Pre-Sales and Account Managers in a given geography to identify, facilitate and close opportunities
  • Account Manager and SA enablement on McAfee products and services
  • Responsible for sales engagement between CDW and McAfee
  • Drive CDW and McAfee Programs through use of SPS plays, Whitespace Campaigns, Red Carpets and In-Market events.
  • Effectively distinguish McAfee offerings from competitors, offer McAfee product configuration / pricing / program assistance, and present well-prepared compelling cases customers for purchase of McAfee solutions


  • Attain monthly, quarterly and annual sales and profitability quota
  • Drive sales and profit for McAfee solutions
  • Conduct high level and technical conversations and training presentations and with customers and account managers
  • Consistently build and deliver on new account and opportunity pipeline
  • Identify key decision makers and manage the sales process
  • Negotiate pricing and incentive programs to facilitate business
  • Proactively call into established, targeted accounts
  • Increase rapid acceptance of McAfee in the geography through:
    • Developing a thorough understanding of the solution portfolio
    • Defining and articulating a strategy and solution by customer or vertical
    • Architecting a solution using the full McAfee product stack


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 sales solutions over 25k in revenue
  • Outstanding verbal, written, and presentation skills in executive and informal settings required.
  • Must be knowledgeable or have some related experience in the technical industry, preferably with Security and Storage
  • Able to communicate technical concepts and business solutions
  • Demonstrated ability to understand and interact with senior level management CXO levels.
  • Ability to craft comprehensive security and storage 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 Storage and Server Certifications
  • Successful completion of a recognized formal sales training program(s)
  • Knowledge of CDW business model
  • Knowledge of CDW ordering process
  • Knowledge of McAfee DIRECT ordering process
  • Current McAfee Sales Certification
  • Knowledge of strategic use of Leasing for large purchases
  • Knowledge of McAfee product portfolio
Job Category: Technical Sales
Job Type: Full-Time
Travel Percentage: 25%

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