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Business Development Manager, Service Salesat CDW Careers (UK)

Job ID: 
11516
Team: 
Information Technology
Post Date: 
05 Jan 2024
Location: 
Peterborough, United Kingdom
Eligible For Remote Work: 
Yes - Hybrid
Contract Type: 
Fixed Term (Full-time)
Travel: 
25%
Security Clearance Required: 
No

This job posting is no longer active

Description

ABOUT CDW

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.

JOB SUMMARY

The CDW’s Presales organisation is in place to collaborate with sales and to be responsible for delivering high value outcomes and experiences to our existing and prospective customers across a variety of technology growth pillars including Hybrid Platform, Modern Workspace, Security and Digital Enablement.

The Presales function is made up predominantly of Business Development (sales specialists) and various levels of Solution Architect professionals (presales technical resource).
CDW has successfully developed a broad portfolio of Managed Services aligned to our various technology growth pillars, typically t services and associated processes have been productised with defined service descriptions and SLA’s that provide flexibility and value to our clients, offering options from break/fix maintenance services through to the fulfilment of fully Managed Services, which has led to many years of revenue growth as CDW has taken market share off its competitors.

The role of a Business Development Manager for Managed Service Sales spans across CDW’s technology pillars. Collaborating in partnership with CDW sales teams whilst driving proactive development of pipeline and sales enablement initiatives to enable revenue growth across all the core areas of CDW’s service portfolio. We are seeking candidates with a demonstrable record in selling across multiple technology pillars of Hybrid Platform, Modern Workspace, Digital Enablement and Security, coupled with experience in building and leading market-relevant services propositions to drive revenue opportunities linked to customer outcomes. Applicants must be able to demonstrate confident and articulate presentation skills to de able to communicate at all levels internally and with customers


KEY RESPONSIBILITIES
This role will be responsible for maximizing net-new revenue growth of CDW’s Managed Services, building a strong rapport with your aligned sales teams, driving and promoting CDW’s Managed Services capabilities within CDW’s customer base. Gaining market share through accelerating growth in strategic services, CDW holds a competitive advantage through it’s investment in a broad range of service capabilities and value-added partner ecosystems, the role of the BDM is to execute against this competitive advantage

The role has an annual revenue sales target along with associated goals, objectives and KPIs.

Key responsibilities include:

  • Develop positive working relationships with coworkers, service partners and customers
  • Work closely with the sales team to support the sales process, including providing subject matter expertise, conducting managed services presentations, and assisting with customer engagements. Work in close partnership with the internal CDW Sales and Overlay teams to identify new opportunities whilst driving proactive development of converged pipe/funnel
  • Provide sales enablement training across the sales teams to encourage more conversations in line with strategic managed service initiatives
  • 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
  • Create, progress and close opportunities.
  • Accurately manage pipeline opportunities on CRM
  • Meet or exceed annual contract value revenue targets
  • Meet or exceed KPIs across sales behaviours and sales metrics
  • Keep up to date with knowledge of CDW’s Managed Service portfolio

KNOWLEDGE & EXPERIENCE

  • 10+ years successful IT sales experience with targets met or exceeded
  • Good understanding of Managed Services and sales cycles/processes
  • Experience in selling Hybrid Platform, Modern Workspace & Security solutions and services
  • Specialist sales / overlay experience desirable but not essential
  • 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


CUSTOMER FOCUS AND WAYS OF WORKING

  • Each coworker is accountable for their actions and is required to exercise good judgment in everything they do. Part of that responsibility includes ensuring that you understand and live up to the values and standards we set for ourselves in the CDW Way, the CDW Way Code (our code of ethics and business conduct), the Information Management System (IMS), and all other policies and procedures relevant to your role.
  • Each coworker has a responsibility to ask questions when they are unsure of CDW’s values, standards, and policies, and to act if they believe someone else is not acting consistently with those values, standards, and policies.
  • Each coworker is responsible for maintaining customer focus and for periodically  reviewing the Circle of Service Philosophy and the Quality Policy to understand CDW’s commitment to excellent client service and continual improvement. Coworkers must report any customer problems, feedback, service outages, and service improvement suggestions to management.
  • Each coworker is required to comply with CDW’s policies relating to Information Security and Data protection, specifically to:
    • Protect all information assets from unauthorised access, disclosure, modification, destruction & interference
    • Treat the security of all information assets according to their designated information security classification
    • Ensure that they only access information assets that they are authorised to do so.
    • Adhere to the procedure for reporting any security weakness or event
    • Commit to, and participate in, personal development of information security awareness & knowledge
  • Comply with all laws and contractual obligations regarding the protection of data
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