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 role of the Business Development Manager is focussed on the following core areas:
* Result driven sales overlay resource focused on delivering successful financial metrics for the business.
* Create and execute on a business plan that delivers against targets and KPIs.
* 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 realization.
* 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.
What you will do
* 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.
* Qualify and lead the initial business discussions with the customers.
* Handle objections, negotiate and ultimately close 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.
* Support bid teams with subject‑matter expertise.
* Own opportunity 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 process.
* 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 sales proposals, bid responses, and customer meetings.
* Experience in building positive working relationships with internal and external customers.
* Experience in working with IT strategic decision makers.
* Key skills needed to succeed in the role:
* Sales hunter skills in building/closing pipeline.
* Active listening to understand business challenges.
* Proposal writing and pitch delivery that aligns with client needs.
* Ability to work cross‑functionally with Account Managers, Sales Specialists, Legal and Enablement Teams.
* Proactive relationship building – Combining strong interpersonal skills, commercial awareness, and strategic intent to build and nurture high‑value relationships across customers, partners, and internal teams.
* Commercial acumen – an understanding of the competitive landscape and the ability to apply that in order to differentiate CDW against its competition.
* Sales forecasting – leveraging knowledge of sales process, sales hunting skills and the experience of working in sales environments to accurately forecast quarterly.
* Stakeholder management – leveraging knowledge of different personas, active listening skills and experience of leading teams to effectively adapt engagement style as the situation or individuals require.
CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard 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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