Business Development Manager – Federal

Description

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

The Business Development Manager develops and executes upon strategic plans to uncover and expand business opportunities within select agencies or accounts within the assigned business segment “[Corporate Sales]”. This individual generates new business through various enterprise business development activities including identifying and strategically targeting contracts (BPAs, IDIQs, et al), mentoring inside sales and field sales teams prospecting, networking and building executive-level relationships in targeted agencies and their relevant system integration partners, and leading strategic capture pursuits.

What You Will Do

• Develop and manage a territory sales strategy (geography and/or market segment) to meet or exceed bookings targets and increase average order sales
• Support the sales and solutions teams in developing/managing customer opportunity pipelines, coordinating proposal development, and engagement in large customer opportunities.
• Leads capture and respond to teams for target contracts, securing buy-in from all necessary stakeholders and partnerships with key manufacturers and service partners.
• Develops and regularly updates formal capture plans, including but not limited to pricing strategy,
• partnering plan, and strategy to overcome identified obstacles, for target contracts.
• Be lead customer facing resource on RFP/RFI presentation, assisting with creation and execution of capture strategies.
• Working with supported sales teams, provide weekly/monthly/quarterly opportunity forecasting and visibility activity by keeping a current pipeline using forecasting tools
• Effectively distinguish CDW Services offerings from competitors, offer partner product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase of CDW solutions
• Guide customers through contract licensing and contract management decisions through targeted licensing consultatory and ITAM services.
• Evangelize and conduct training and sharing of best practices to close services business.
• Identify selling and marketing tools required to achieve greater sales engagement and close rates.

What We Expect Of You

• Bachelor’s degree and 3 years of experience selling technology to Federal clients; OR 7 years of experience selling technology to Federal clients.
• Strong understanding of the Federal market.
• Prior experience selling directly to the GSA
• Broad exposure and holistic understanding of software solutions.
• Excellent presentation and communication skills both oral and written using a variety of styles and techniques appropriate to the audience.
• Ability to balance multiple priorities simultaneously and adapt to the changing needs of the business while meeting deadlines.
• Proven ability to proactively collaborate and build relationships, take initiate, and creatively solve problems.
• History of successfully coordinating complex projects with multiple facets and stakeholders.
• Ability to be discrete and maintain confidentiality.
• Applicants should demonstrate solid attention to detail with a penchant for accuracy.
• Highly organized with the ability to coordinate and orchestrate cross-functional teams.
• Strong analytical and planning skills and creative thinking.
• Diplomatic persistence.
• High energy and team-oriented candidate.
• Ability and willingness to travel up to 50 % or as needed to other CDW locations or 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 multi-task, organize and prioritize. Ability to apply common sense in performing job. Ability to understand and follow basic instructions and guidelines. Ability to travel as needed.
• Demonstrated leadership abilities, solid management skills, and success in business development.
• Advanced degree in a related field, a plus.

Pay range: $63,000 – $94,000 depending on experience and skill set

Annual bonus target of 100% subject to terms and conditions of plan

Benefits overview: https://cdw.benefit-info.com/

Salary ranges may be subject to geographic differentials

We make technology work so people can do great things.

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 helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive.

CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.

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