- Responsible for driving sales growth for the Cyber Networking category, with a focus on Cisco product lines within the Education account base. Work with sales teams (including Account Managers, Account Executives and ITS) to drive awareness of the category, develop pipeline and facilitate sales using Cisco partner programs as well as incentives to deliver the best solution for the customer while maximizing top line and margin for CDW. Maintain profitability when crafting solutions.
Key Areas of Responsibility
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Develop and manage a brand sales strategy (geography and/or market segment) to meet or exceed opportunity targets
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Understand Public Funding available to address CyberNetworking needs in Education and enable sales to discuss this funding
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Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
Collaboratively work with Account Managers, Account Executives, and ISA and FSA groups in a given geography to identify and facilitate opportunities
Farm new opportunities from key attach pipelines of active projects in region. Key attach pipelines are typically: device, server, storage and networking
Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the general Account Manager audience
Clearly explain relevant facts, effectively distinguish Cisco product offerings from competitors, offer product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase Cisco solutions
Develop and maintain account target list aligned with business goals, guide sales activities to align with brand peers, gain registrations, earn business and provide updates
Responsibilities
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Conduct high level conversations and training presentations
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Consistently build and deliver on account and opportunity pipeline
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Drive sales and profitability for a specific product line
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Follow-up on and qualify leads
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Generate new business opportunities to grow pipeline
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Identify key decision makers and manage the sales process
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Negotiate pricing and incentive programs and facilitate business
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Proactively call into established targeted accounts
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Increase rapid acceptance of Cisco solutions in the geography through:
• Developing a thorough understanding of the portfolio
• Articulating a strategy and solution by customer or vertical
• Partnering with other teams to align horizontal solutions with key accounts
Minimum Qualifications*
3 years' experience with strategic account planning and consultative sales
Bachelor's Degree
Other Qualifications
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Proven track record of organically growing white space
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History of facilitating larger sales solutions over 25k in revenue
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Proven Customer and level interaction skills required
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Outstanding verbal, written, and presentation skills in executive and informal settings required
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Must be knowledgeable or have some related experience in the technical industry
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Able to communicate technical concepts and business solutions
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Demonstrated ability to understand and interact with senior level management levels
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Ability to craft comprehensive data center solutions and to articulate business benefits of those solutions
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Experience in a collaborative environment
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Motivated seller with strong problem solving skills
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Able to work in a fast paced environments
Preferred Qualifications
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Successful completion of a recognized formal sales training program(s)
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Knowledge of CDW business model
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Knowledge of CDW ordering process