CDW

Business Development - Extreme Networksat CDW Careers

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Job ID: 21001900
Updated: Jul 27, 2021
Location: Shelton, CT, United States

Role Overview

Responsible for driving sales growth specifically for the Extreme Networks product lines within the Education account base. Primarily working with CDW sales team (including Account Managers, Presales and Account Executives), drive awareness of the category, develop pipeline and facilitate sales using Extreme Networks partner programs as well as incentives to deliver the best solution for the customer while maximizing top line and margin for CDW. Maintain profitability when crafting solutions.

Key Areas of Responsibility

  • Develop and manage a territory sales strategy (geography and/or market segment) to meet or exceed opportunity targets
  • Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
  • Collaboratively work with Account Managers, Presales Account Executives, and ISA and FSA groups in a given geography to identify and facilitate opportunities
  • Farms new opportunities from key attach pipelines of active projects in region.  Key attach pipelines are typically: device, server, and storage
  • Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the general Account Manager audience
  • Clearly explain relevant facts, effectively distinguish Extreme Networks product offerings from competitors, offer product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase Extreme Networks solutions

 

Responsibilities

  • Conduct high level conversations and training presentations
  • Consistently build and deliver on account and opportunity pipeline
  • Drive sales and profitability for a specific product line
  • 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 Extreme Networks solutions in the geography through:
  • Developing a thorough understanding of the portfolio
  • Articulating a strategy and solution by customer or vertical
  • Partnering with other teams to align horizontal solutions with key accounts

The information in this position description is intended to convey information about the key responsibilities and requirements of the position.  It is not an exhaustive list of the skills, efforts, duties, responsibilities or working conditions associated with the opportunity. Responsibilities are subject to change.

Minimum Qualifications

2 years’ experience with strategic account planning and consultative sales

High School Diploma

Other Qualifications

  • Proven track record of organically growing white space
  • History of facilitating larger sales solutions over 25k in revenue
  • Proven Customer and level interaction skills required
  • 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 levels
  • Ability to craft comprehensive data center 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 environments

Preferred Qualifications

  • Successful completion of a recognized formal sales training program(s)
  • Knowledge of CDW business model
  • Knowledge of CDW ordering process

 

Job Category: Sales General
Job Type: Full-Time
Travel Percentage: 10%

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