Business Development Specialist - Chicago, United States - CDW
Description
Responsible for driving sales growth specifically for the Proofpoint product line within CDW's corporate account base.Primarily working with CDW and Proofpoint sales teams and technical groups, develop pipeline and facilitate sales using partner programs as well as incentives to deliver the best solution for the customer while maintaining profitability when crafting solutions.
Key Areas of ResponsibilityDevelop and manage a territory sales strategy (geography and/or market segment) to meet or exceed bookings targets.
Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools.
Collaboratively work with CDW Account Managers, Partner Specialists, and Security Solution Architects as well as Proofpoint Channel Managers and sellers in a given geography to identify, facilitate and close opportunities.
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 Proofpoint offerings from competitors, offer Proofpoint product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase of Proofpoint solutions.
Conduct high level conversations and training presentations.
Consistently build and deliver on account and opportunity pipeline.
Drive sales and profitability for a specific product line.
Follow-up on and qualify leads.
Generate new business opportunities to grow pipeline.
Identify key decision makers and manage the sales process.
Negotiate pricing and incentive programs and facilitate business.
Proactively call into established targeted accounts.
Increase rapid acceptance of Proofpoint in the geography through:
Developing a thorough understanding of the portfolio.
Defining and articulating a strategy and solution by customer or vertical.
Partnering with other teams to align horizontal solutions with key account.
Other Responsibilities
Account Manager and ISA enablement on Proofpoint products and adjacencies
Drive CDW and Proofpoint Programs through use of SPS plays, Whitespace Campaigns, Red Carpets and In-Market events
Effectively distinguish Proofpoint offerings from competitors, offer Proofpoint pricing / program assistance, and present a well-prepared compelling case to the customer for purchase of Proofpoint solutions
Liaise between CDW Sales and Technical Specialists and Proofpoint Channel Managers and sellers
Education and/or Experience Qualifications
High School Diploma
2 years of experience with strategic account planning and consultative sales
Required Qualifications
Proven track record of organically growing white space
History of facilitating larger sales solutions over 25k in revenue
Proven Customer and level interaction skills required
Outstanding verbal, written, and presentation skills in executive and informal settings required
Must be knowledgeable or have some related experience in the technical industry
Able to communicate technical concepts and business solutions
Demonstrated ability to understand and interact with senior level management levels.
Ability to craft comprehensive data center solutions and to articulate business benefits of those solutions
Experience in a collaborative environment
Knowledge of Proofpoint configuration tools
Motivated seller with strong problem-solving skills
Able to work in a fast-paced environment
Ability to compute, analyze, and interpret numerical data for reporting purposes
Must be able to remain in a stationary position for 50% of the time
Ability to communicate with individuals effectively utilizing a telephone
Ability and willingness to travel up to 10% as needed to other CDW locations, meeting and client sites
Ability to understand, remember, and apply oral and/or written instructions or other information.
Preferred Qualifications
Industry relevant Certifications
Successful completion of a recognized formal sales training program(s)
Knowledge of CDW business model
Knowledge of CDW ordering process
Bachelor's Degree
Knowledge of strategic use of Leasing for large purchases
Knowledge of Proofpoint product portfolio
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