Business Development Specialist - Oracleat CDW Careers

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Job ID: 21001607
Updated: May 13, 2021
Location: Lincolnshire, IL, United States

Responsible for driving sales growth specifically for the Oracle product line within CDW’s corporate account base. Primarily working with CDW and Oracle sales teams and technical groups, 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 manage a territory sales strategy (geography and/or market segment) to meet or exceed bookings targets 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 Account Managers, Partner Specialists, and Server/Storage specialists as well as Oracle Channel Managers and sellers in a given geography to identify, facilitate and close opportunities
  • Account Manager and ISA enablement on Oracle products and adjacencies
  • Drive CDW and Oracle Programs through use of SPS plays, Whitespace Campaigns, Red Carpets and In-Market events.
  • Effectively distinguish Oracle offerings from competitors, offer Oracle product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase of Oracle solutions
  • Liaise between CDW Sales and Technical Specialists and Oracle Channel Managers and sellers


  • Attain monthly, quarterly and annual sales and profitability quota
  • Conduct high level and technical conversations and training presentations and with customers and account managers
  • Consistently build and deliver on account and opportunity pipeline
  • Drive sales and profit for Oracle solutions
  • 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 Oracle in the geography through:
    • Developing a thorough understanding of the solution portfolio
    • Defining and articulating a strategy and solution by customer or vertical
    • Architecting solutions using the full Oracle 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
  • Able to communicate technical concepts and business solutions
  • Demonstrated ability to understand and interact with senior level management CXO levels.
  • Ability to craft comprehensive database 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 Oracle DIRECT ordering process
  • Current Oracle Professional Certification
  • Knowledge of strategic use of Leasing for large purchases
  • Knowledge of Oracle product portfolio
Job Category: Sales General
Job Type: Full-Time
Travel Percentage: 25%

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