Engage proactively with existing/prospective customers to understand business challenges and position tailored solutions, targeting technology buyers
Prepare and present compelling proposals and pitches to clients, both owning and contributing to opportunities
Qualifying and leading the initial business discussions with the customers
Objection handling, negotiating and ultimately closing the sale
Achieve and exceed sales targets while maintaining high levels of customer satisfaction as the owner of commercial deals
Be the subject matter expert/specialist within Digital Enablement in order to drive pipeline and lead the sale
Establish new relationships within CDW and externally within the client/prospect base to drive performance goals
Work in close partnership with the internal CDW Sales and Specialist teams to identify new opportunities whilst driving proactive development of converged pipe/funnel
Build strong relationships with the Account Management team who own the customer relationship and proactively work with them, seeking opportunities and engaging additional CDW personnel as needed
Identify client needs and propose end-to-end solutions that enhance efficiency and scalability
Supporting bid teams with subject matter expertise
Opportunity ownership including CRM hygiene
Keep up to date with knowledge and stay updated on industry trends and emerging technologies
What we expect of you
Demonstrable knowledge in Service Management, Enterprise Service Management, Service Value Management, Business Process Automation solutions and services.
Knowledge of a structured sales processes
Knowledge of different customer personas
Demonstrable experience in delivering successful sales growth performance - running a structured sales cycle from start to finish
Experience of working in sales environments and contributing to
Additional Information
At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW.
Job Summary
CDW's Solution Sales 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 Platforms, Modern Workspace, Security and Digital Enablement.
The Solution Sales organisation is made up predominantly of Business Development Managers, Sales Specialists and various levels of Solution Architects (presales technical resource).
The role of the Business Development Manager is focussed on the following core areas:
Result driven sales overlay resource focussed on delivering successful financial metrics for the business.
Create and execute on a business plan that delivers against targets and KPI's.
Being a sales specialist in the specific technology domain, solution, services area of this role
The primary purpose of the Business Development Manager is to be an overlay sales function with specialist knowledge aligned to CDW's Digital Enablement proposition to lead the sales engagement from start to finish on opportunities from proactive sales engagement with aligned account owners.
This role is responsible for maximizing revenue and GP growth by driving close partnerships both internally and externally and aligning to CDW's growth objectives. This will be supported with joint initiatives as per an agreed business plan.
What will make you successful
BAU Measures
Revenue and GP generation - Achieving and exceeding personal and team financial targets.
Pipeline development - Building and maintaining a robust sales pipeline with qualified opportunities.
Sales cycle execution - Successfully running structured sales cycles from initiation to closure.
Cross-team collaboration - Effective teamwork with Sales, Solution Architects, and Solution Sales Specialists to drive business goals.
Long-term Strategic Change Measures
thought leadership - Positioning CDW as a trusted advisor in the Digital Enablement space through industry insights, presentations, and engagement.
Customer solution adoption - Driving adoption of CDW's portfolio beyond initial sales, ensuring long-term value realisation.
Innovation and adaptability - Staying ahead of industry trends, evolving the sales approach, and incorporating new technologies into the sales strategy.
Role-Specific Performance Measures
Proposal success rate - The percentage of proposals and pitches that lead to successful engagements.
Objection handling and negotiation effectiveness - Measuring how well objections are managed and deals are closed.
Sales conversion ratio - Tracking the percentage of qualified leads that convert into successful sales.
Cdw · London, UK