Business Development Manager, Cloud Communityat CDW Careers (UK)

Description

CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW was founded in 1984 and employs approximately 14,600 coworkers.
CDW prides itself on being ‘People Who Get IT’ and ‘People who get People’. Our relationships are fueled by our deep expertise and are grounded in the CDW Way. Our empowering leadership makes things happen and inspires their teams to do the same. From the teammates beside us to the leaders who guide us, we move forward together.
At CDW, you’ll work with people who inspire you. People with positive, success-driven attitudes whom you will learn and forge strong relationships with. Bring your best true self—and your best ideas—to CDW. Because diverse perspectives bring forth better problem solving—and better solutions for our customers in a rapidly evolving technology landscape.

Cloud Community Background

This position involves taking a proactive approach to sales, collaborating with account managers, BDMs, and partners to create a large number of qualified opportunities and actively promote partner-delivered services in the CDW Cloud Community. The primary objective is to meet and exceed team targets.

As an overlay sales role, this position operates across approximately 200 CDW account managers and numerous active spending clients. The role necessitates close coordination with account managers and other BDMs within the team to identify, develop, and qualify opportunities. Subsequently, then working collaboratively with the appropriate Cloud Community partner(s) to successfully conclude the sales process.

Candidate will operate across all CDW sales teams proactively hunting and reacting to opportunities across active CDW accounts (UK and global customers).

The Cloud Community product portfolio includes solutions and services across: Unified Communication as a Service (including Contact Centre as a Service), Connectivity (SD-WAN, Internet, MPLS), Cyber Security (Consultancy services SOC, MDR, etc), cloud based Backup & DR as a Service, and global Colocation and datacentre services.

The role has an overall annual revenue sales target broken into quarterly revenue target objectives and KPIs. 

Key Responsibilities

• Develop positive working relationships with coworkers, cloud community partners and customers
• Work closely with the sales team to support the sales process, including providing subject matter expertise, conducting solution presentations, and assisting with customer engagements.
• Provide sales enablement training across the sales teams to encourage more conversations in line with strategic partners and technology area’s.
• Collaborating with the other BDM’s to achieve the Team target.
• Articulate the wider CDW value proposition when engaging customer to encourage bi-directional opportunity generation across the team.
• Proactively drive business development activity across sales teams across the UK (Manchester, London and Peterborough)
• Create, progress and close opportunities.
• Accurately manage pipeline opportunities on CRM
• Meet or exceed Cloud Community revenue targets
• Meet or exceed KPIs across sales behaviours and sales metrics
• Keep up to date with knowledge of Community Partner’s portfolio
• Regular travel to CDW sales offices and client sites

• 3+ years successful sales experience with targets met or exceeded
• Good understanding of ‘Cloud services’ and sales cycles/processes
• Experience in selling one or more of Unified Comms (Cloud Voice/PBX), Contact Centre, WAN/SDWAN, Colocation, Cyber Security required.
• Ideally cloud, connectivity or security sales background (good understanding with one or more Cloud Community focus areas)
• Experience of working with CRM or other pipeline/prospecting tool.

Personal Attributes

• Excellent interpersonal & communication skills (articulate spoken and written)
• self-motivated and sales goal driven
• Confident and able to lead a sales overview and discovery session with customers
• Takes personal ownership
• Self-starter and ability to work on own initiative Commercially minded - Natural business acumen and ability to assimilate numbers/financials
• Keen to develop Services sales skills and experience
• Agile worker able to travel

• Worked as an overlay sales person previously
• Full UK driving licence