Business Development Lead - Google Cloud Platform - Digital Velocityat CDW Careers
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The Business Development lead develops and executes upon strategic plans to expand and enhance business opportunities within select agencies or accounts within Google. This individual generates new business through various 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.
Key Areas of Responsibility
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Drives incremental revenue and profit growth within the identified account base and partner portfolio
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Act as the subject matter expert for customer visits and presentations, customer conference calls and webinars, as well as participate in all aspects of large transaction sales cycles
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Be a subject matter expert on the designated partner’s products, programs and go to market strategies and communicate them to CDW customers and sellers
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Work 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.
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Lead and develop CDW sales and designated partner field alignment to further align with the evolving needs of our customers
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Lead customer facing events to communicate the value add of CDW and the partner
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Understand the competitive landscape in Google and/or region and how market conditions can impact CDW and the partner being supported
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Ability to articulate and connect customer needs to CDW’s value proposition around hybrid solutions
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Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of Google business
- Coordinate with Sales and ITS to:
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- Determine the market(s) to address
- Determine the accounts within target markets
- Review the current state of relationship within selected accounts
- Assist and support in the execution of growth strategy within selected accounts
- Develop a long-term, mature pipeline of solutions-based opportunities
- Have excellent knowledge of CDW service offerings and the process in which account managers attach them to partner solutions
- Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA’s and Teaming Agreements prior to RFP release
- Develop and execute to quarterly sales plan
- Present monthly scorecard showcasing sales engagement and resulting pipeline
Education and/or Experience Qualifications
- Bachelor’s degree
- 5 years of experience selling technology to Corporate or Public Sector clients
- 1 year of experience working on large contract pursuits or Data Center pursuits
- Strong understanding of the Data Center technology space
