at CDW LLC in Vernon Hills, Illinois, United States
Job Description
The Business Development lead develops and executes upon strategic plans to expand and enhance business opportunities for Red Hat within the assigned business segment. This individual generates new business through various business development activities including identifying and strategically targeting, mentoring inside and field sales teams, prospecting, networking and building executive-level relationships within the assigned market segment.
Key areas of responsibility
Drive and Own Sales Campaigns
Proactive Messaging
Market Ownership and mastery
Net-New Logo Acquisition
Opportunity Management - Red Hat
Pipeline - subscription based
Up/Cross Sell
Account Planning and strategy with CDW and Red Hat counterparts
Alignment
Regional
Red Hat technology stack
Red Hat Business Strategy (GTM)
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.
Presents progress on opportunities and results of efforts to leadership on a weekly basis.
Develops relationships with regional companies and uses those relationships to strengthen CDW's brand with key customers.
Analyzes opportunities and provides leadership with various options and the best strategy to secure wins.
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 CDW including inside sales teams, field sales, sales management, program management, finance, counsel, services team, solution architects, et al.
Participates as a subject matter expert in conjunction with sales leaders and architects throughout the proposal process.
Secures/prepares certain proposal elements, such as past performance and diverse business inclusion plans, in anticipation of RFP requirements.
Represents company at external business networking opportunities, conferences and events.
Attends customer onsite meetings, business reviews, and industry days, as needed.
Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA's and Teaming Agreements.
Assists Program Management team with contract launch and sales team education for target contracts to maximize sales potential and contract utilization.
Develops partner-facing business plans to secure advantageous partner growth across multiple selling segments.
Drives incremental revenue and profit growth through contract wins and strategic sales initiatives.
Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business.
Identifies key contract opportunities and maintains a 5-year pipeline. Participates in annual and quarterly planning sessions.
Articulates value proposition to partners and customers.
Education and/or Experience qualifications
Bachelor's degree
5 years of experience selling technology to public sector clients
1 year of experience working on large contract pursuits
Strong understanding of the public sector market
Required qualifications
Experience with Shipley, Miller Heiman or other sales methodologies
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
Ability and willingness to travel up to 25% or as needed to other CDW locations, meeting and client sites
Ability to understand, remember, and apply oral and/or written instructions or other information. Ability to organize thoughts and ideas into understandable terminology. Ability to multitask, organize and prioritize.
Ability to apply common sense in performing a job. Ability to understand and follow basic instructions and guidelines. Ability to travel as needed.
Preferred qualifications
Knowledge of subscription based businesses
Knowledge of Red Hat product suite
Understanding of Open Source software
Understanding of Cloud Native solutions
Prior experience driving software and services sales
Ability to communicate effectively with C-level
Demonstrated ability for cross/up selling based on existing subscriptions/install base
3 years territory management experience within dedicated market
CDW is an affirmative action/equal opportunity employer committed to a diverse and inclusive workplace.
