Business Development Specialist - Check Point

At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It’s why we’re coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we’re headed. We’re proud to share our story and Make Amazing Happen at CDW.

Summary    
Responsible for driving sales growth specifically for a product line within CDW’s corporate or public account base. Primarily working with CDW sales team (including Account Managers, Presales and Account Executives), develop pipeline and facilitate sales using partner programs as well as incentives to deliver the best solution for the customer. Maintain profitability when crafting solutions.

Key Areas of Responsibility    

• Develop 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 Account Managers, Presales Account Executives, Presales Security Solution Architects in a given geography to identify and facilitate 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.
• Present logical and well-organized arguments, data, and concrete business examples.
• Clearly explain relevant facts, effectively distinguish product offerings from competitors, offer product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase of Product Line solutions.
• Attain quarterly and annual sales quota.
• 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 the Product line 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.

 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 product line 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

 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
• Knowledge of the Check Point product line portfolio and/or a general understanding of endpoint security, network security concepts including, but not limited to, Endpoint Detection and Response (EDR), Extended Detection and Response (XDR) and Managed Detection and Response (MDR) solutions. 
• Knowledge of strategic use of Leasing for large purchases

Pay range: $ 48,000 - $ 62,400 depending on experience and skill set
Annual bonus target of $38,000 subject to terms and conditions of plan
Benefits overview: https://cdw.benefit-info.com/
Salary ranges may be subject to geographic differentials 

We make technology work so people can do great things.     

CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive.

CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards 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.