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Key Areas of ResponsibilityTechnology Leadership

Operates with the perspective and insight that business needs, not just technology, establish the limits on what can be achieved.

Determines and defines services that complement and/or round out proposed hardware and software engagements, estimates required engineer effort.

Uses team tools, templates, resources, and processes for maximum efficiency, productivity, consistency, and high-quality execution.

Provides feedback to technology leaders where opportunities exist to improve offerings, design, and delivery execution.

Conducts technology/solutions training for CDW audiences (e.g., Sales, Inside Solution Architects), using developed material.

Contributes to the team’s knowledge base and readily shares knowledge with other FSAs, ISAs, and Sales.

Sales

Researches and reviews customer profile information; applies knowledge of the vertical to develop customer intimacy prior to sales calls and/or strategy sessions.

Assists customer in understanding their equipment maintenance contracts, upgrade needs, and renewals; analyses the most cost-effective approach for the customer (e.g., renew the contract or purchase new equipment and contract.)

Uses various tools to calculate the Total Cost of Ownership and/or Return on Investment and explains to customers and Sales the business value of a solution and its benefits.

Articulates to customers the Practice’s value proposition; articulates audience-centric version of the value proposition to customers, account managers, and partners and uses it to generate additional revenue opportunities for CDW.

Guides (compares and contrasts) customers in their decision making within CDW Tier 1 Partners Technologies/Solutions; such as Microsoft, Cisco, Google, etc.); influences, guides and partners with customers to develop their IT strategy.

Leads business-focused technology solution presentations at CDW, Customer, and Partner events and meetings in your territory.

Uses technology assessments and demos as a sales tool for furthering sales opportunities; identifies cross sell-and/or up-sell opportunities for an engagement, equips/assists FSAs and Sales to pursue it.

Collaborates with Partners, Inside Solution Architects (ISAs) and Account Executives (AEs) to drive mapped opportunities; fine tunes strategies and approaches to achieve greater sales results.

Operates in a regular cadence with multiple partners to educate, plan, and execute on joint strategies in collaboration with multiple stakeholders (ISA, AE, Sales Managers, Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.

Develops a detailed and ambitious Territory Plan in collaboration with Partners, AEs, and ISAs and uses it to manage their business.

Understands profit margin and how to increase profitability; works cooperatively with field sales to ensure healthy profitability. Leverages and maximizes partner pricing, partner registration programs, incentive programs, and special pricing, to win business and ensure healthy profitability, provides input on pricing to Account Managers, Field Sales, FSAs, and Partners to increase margin and deal size and position CDW for future opportunities; negotiates pricing with Partners.

Produces marketing-type documents and materials (e.g., presentation) to customer in territory.

Sales Support

Responds to questions about partner registrations, associated registration issues, and customer engagement history.

Prioritizes time spent on opportunities based on potential return on investment.

Produces Bills of Materials, including product maintenance; writes Statements of Work (including work estimates), RFPs, RFIs, and proposal content.

Maintains pre-sales pipeline data, develops plans, and takes actions to move opportunities to closure.

Education and/or Experience Qualifications

Bachelor’s Degree or equivalent experience

Four-year minimum technical pre-sales or technical architecting experience

Other Required Qualifications

Stay up to date on products, applications, technical service, market conditions, competitive activities, advertising, and promotional trends through the reading of pertinent literature, seminars, and online training

Proven project management skills

Proficient in Microsoft Office applications

Proven success and experience selling technologies solutions and services

Knowledge and proven success of engaging and working with sales teams

Ability to execute on territory goals and metrics

Ability to adapt and change to the business needs of the practice and team coverage model

Strong interpersonal and presentation skills, including consulting skills

Strong oral and written communication skills

Strong passion for learning and teaching others

Motivated and self-starting

Ability to think creatively and come up with proactive ideas that will increase sales

Strong problem-solving skills

Must be able to communicate effectively and in a constructive manner with management, peers and coworkers

Preferred Qualifications

Equal Opportunity Employer, including disability and protected veteran statusBenefits overview:https://cdw.benefit-info.com/