The Business Development is responsible for accelerating growth within the State and Local segment positioning CDW as a preferred vendor Nationally, leveraging our manufacturer partner EMC and partnering with our customers to provide solutions that meet their evolving business demands.
Key Areas of Responsibility
Target high visibility corporate accounts and projects
Discovery of C-level clients’ business needs
Addressing needs with proper solutions
Applying project management techniques for successful delivery
Coordinate with Sales to:
Determine the market(s) to address
Determine the accounts within target markets
Review current state of relationship within selected accounts
Assist and support in execution of growth strategy within selected accounts
Develop a long-term, mature pipeline of solutions based opportunities
Develop relationships with key organizations and EMC to further align CDW to the evolving needs of our State and Local Government customers
Work 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.
Ability to deliver CDW’s value proposition around eProcurement and support. Provide internal and external eProcurement support if/when needed.
Act as the subject matter expert for customer visits and presentations, customer conference calls and webinars, as well as participate in all aspects of large transaction sales cycles
Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA’s and Teaming Agreements prior to RFP release.
Drives incremental revenue and profit growth within the identified account base
Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of EMC business.
Articulates value proposition to partners and customers.
3 years customer facing sales/marketing/business development experience in the Corporate Sales marketplace
Strong customer facing skills with a history of building solid relationships with C-level contacts
Proven record of success in navigating procurement departments for additional opportunities
Other Required Qualifications
Proven ability to influence across all functions of an organization.
Excellent verbal and written communication skills.
Demonstrated collaboration behavior with excellent facilitation and negotiation skills.
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.
Excellent presentation skills
At least 25% travel
Business Development Manager EMC - S&L