The Digital Velocity Solutions (DVS) team within CDW is responsible for selling Digital Transformation services to help customers meet business velocity objectives. Including but not limited to Cloud Native solutions, DevOps/SRE patterns and practices, Infrastructure as Code (IaC), Continuous Integration and Continuous Delivery (CI/CD) and software development.
Each BDM covers a region and should have 10+ years in technology solutions, pre-sales and/orengineering. They work to understand and implement our customer’s business strategy through the balanced portfolio of Solutions by:
- Developing an understanding and capability to position CDW Digital Velocity Solutions in key areas including Infrastructure, Applications, Data Resiliency, Software modernization/development and leverage DevOps/SRE approaches to delivering successful outcomes. The BDM, in conjunction with pre-sales resources, will perform requirements gathering and will lead the efforts to deliver business outcome-led proposals.
- Positioning the value of services engagement methodology will be key to the success in positioning DVS and will lead to success in maximizing DVS Practice GP.
Key Areas of Responsibility
- Drive DVS consulting growth in their key markets through a combination of evangelism, public speaking and thought leadership. They will also guide new DVS services by leveraging industry analysis and building key OEM relationships.
- Establish and maintain strong partnerships with vendor partners.
- Increase awareness of CDW's value proposition within accounts through regular and consistent strategic account planning.
- Demonstrate good teamwork with coworkers and follow the specific directives of the CDW management team.
- Build and manage an opportunity pipeline for CDW's DVS. Focus on driving and closing DVS category and services revenue to achieve the overall DVS revenue and gross profit targets.
- Be a primary contact and sales resource for all local CDW Field Account Executives, Advanced Technology Account Executives, Account Managers, Inside Sales Representatives and customers.
- Exceed category revenue and profit goal consistently while attaining high customer satisfaction.
- Exceed services revenue and gross margin targets consistently while attaining high customer satisfaction.
Customer/OEM/ Partner Management
- Lead OEM engagement strategies in region based on region's strategic business plan.
- Engage local OEM and Partner field representatives, collaborating sales efforts and partnerships with target accounts including uncovering new account opportunities and secure funding opportunities. Develop solid business relationships within the various decision-makers at all levels at key customer accounts
- Understand each target customer's business model and related organizational structure and identify the customers' unique needs.
- Maintain an up to date pipeline and forecast of Top, Middle and Bottom of funnel opportunities.
- Manage creation and completion of SOWs for end customers.
- Experience selling technical services.
- Experience in product development.
- Deep technical knowledge in the following pillars of technology:
- Multi Cloud technologies (AWS, Azure, GCP)
- Software Defined Infrastructure
- Software Engineering
- Ten or more years’ experience in assessing business drivers and translating them into solutions.
- Five or more years’ experience selling in a high technology customer facing sales environment.
- Bachelor's Degree in Computer Engineering, Computer Science, Management Information Systems, Business Administration, or the equivalent in experience.
- Ability to travel up to 25% as needed.
Other Required Qualifications
- High degree of organization and attention to detail.
- Exceptional technical and non-technical communications skills.
- Broad knowledge of IT infrastructure, applications, operating systems, high availability and IT communications.
- Demonstrated ability to communicate, collaborate, work independently, and recommend business strategies.
- Exceptional meeting facilitation skills.
- Excellent creative writing, technical writing, and documentation skills.
- Ability to work in fast-paced, high-pressure environments.
- Demonstrates skills in collaboration with virtual teams, cross-functional groups and is able to solve complex problems.