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Sr Business Development Strategist - State & Localat CDW Careers

Job ID: 20000195
Updated: Jan 15, 2020
Location: Storrs, CT, United States

The Business Development Senior Strategist develops and executes upon strategic plans to expand and enhance business opportunities within select agencies or accounts within the assigned business segment—State and Local Public Safety.  This individual generates new business through various business development activities including identifying and strategically targeting contracts (BPAs,  IDIQs, et al), mentoring inside sales and field sales teams prospecting, networking and building executive-level relationships in Public Safety agencies and their relevant system integration partners. Business Development Strategist acts as a mentor for junior members of the team and serves as escalation point.


Key Areas of Responsibility
  • Responsible for developing and executing sales plan and strategies specific to the Public Safety market

  • Drive profitability and grow revenue for target accounts in partnership with inside and field sales team
  • Provide in-depth customer technology roadmap and collaboratively work with sales teams to uncover new sales opportunities
  • Develop partnerships with Vendor Field Sales Representatives and optimize the joint selling opportunities within the territory
  • Build market awareness of CDW through participation in local/regional industry events, organizations and affiliations
  • Demonstrate technical acumen and ability to create Public Safety market specific solutions

  • Develops and regularly updates formal opportunity review, including but not limited to strategic account plans, capture strategy, win themes, RFP preparation, gap analysis and strategy to overcome identified obstacles for target opportunities. 

  • Develops relationships with teaming partners and uses those relationships to strengthen CDW’s brand with key customers

  • Works closely with multiple stakeholders at the customer to influence the final requirements of the target opportunity, including executives, program leads, project leads, technical experts and procurement

  • Works closely with various stakeholders throughout the company including inside sales teams, field sales, sales management, program management, services team, solution architects, etc.

  • Identifies potential business partners (OEM’s, Primes, Subcontractors, etc.).

  • Represents company at external business networking opportunities, conferences and events

  • Attends customer onsite meetings, business reviews, and industry days, for target agencies and programs

  • Develops partner-facing business plans to secure advantageous pricing or appointment to contracts

  • Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business

  • Participates in annual planning sessions

  • Articulates value proposition to partners and customers

Qualifications

Education and/or Experience Qualifications

  • Bachelor’s Degree
  • Minimum 5 years’ experience in technical sales role

  • Minimum 7 years’ experience selling to Public Safety and First Responder clients


Other Required Qualifications

  • Strong understanding of the Public Safety market

  • Proven ability to influence across all functions of an organization.

  • Excellent verbal and written communication skills

  • Excellent presentation skills
  • Highly organized with the ability to coordinate and orchestrate cross-functional teams

  • Strong analytical and planning skills and creative thinking

  • Strong problem solving skills with demonstrated ability to find solutions while working independently.

  • Must be able to communicate effectively and in a constructive manner with management, peers and coworkers.

  • Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility

  • Travel 50% or more


Preferred Qualification

  • 1 year of experience working on large contract pursuits

  • 3+ years management experience in technology solutions sales

     

Job Category: Specialty Sales
Job Type: Full-Time
Travel Percentage: 75%

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