- The Pro Audio Visual Business Development Strategist (ProAV BDS) is responsible for driving sales growth specifically for Pro Audio Visual solutions and services within the Education vertical at CDW. This role will be responsible for working with the Education CDW sales team (including Business Development, Account Managers, Account Executives, Sales Management, Solution Architects, and Partner Program Management), to develop pipeline and facilitate sales using strong partner alignment to deliver the best solution for the customer while maintaining profitability. Successful ProAV BDS will design and develop capabilities that integrate with CDW solutions leveraging the partner(s) technologies and adhering to industry best practices and norms.
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Key areas of responsibility
● Help to develop and mature our ProAV practice areas and GTM strategy in response to client needs and market demand
● Define and document best practices for consulting, scoping, quoting, ProAV solutions and services
● Identify emerging practice opportunities within the ProAV landscape
● Evangelism of technology pertaining to ProAV solutions throughout the CDW Education vertical by conducting high level conversations and training presentations
● Provide leadership and guidance by working with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the general Account Representative/Manager audience.
● Build market awareness of CDW and OEMs through a combination of evangelism, public speaking, thought leadership and participation in local/regional industry events, organizations and affiliations.
● Develop solid business relationships within the various decision-makers at all levels at key customer accounts
● Research and coordinate thought leadership collateral
● Work to validate 3rd party vendors leveraging industry analysis
● Presales consulting for ProAV technologies where needed
Sales Administration
● Work with sales to progress the sales process
● Proactively engage sales for targeted accounts
● Provide monthly reporting of pipeline, sales, wins, losses and sales inhibitors to your manager
● Establish and maintain strong partnerships with vendor partners
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Education and/or Skill-Set qualifications
● Bachelor's degree or equivalent experience
● 2+ years of experience in deployment of ProAV solutions
● 3+ Previous direct customer consulting experience or equivalent understanding of role responsibilities
Required qualifications
● Knowledge of ProAV technologies and ability to speak to business value of ProAV solutions and services
● Experience in assessing business drivers and translating them into solutions
● Demonstrates skills in collaboration with cross-functional virtual teams and is able to solve complex problems
● Demonstrated high degree of organization and attention to detail
● Ability to travel up to 25% as needed
Preferred qualifications
● Industry standard Certifications (CTS, Crestron)
● Knowledge of CDW business model
● Knowledge of CDW ordering process