Manager of Business Development - IBM

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.

The purpose of the Manager, Business Development is to be a business partner with the CDW Sales, Strategic Sales and Services management teams to develop and execute plans that will result in positive revenue and profit growth. This will be achieved by creating and managing strategic relationships with the partner’s sales groups, leveraging each organizations expertise, technologies, or other intellectual property to expand our products, services, and/or market reach.

Key Areas of Responsibility

• Developing and executing a CDW/Partner engagement plan

• Relationship development includes:

  • Leading the engagement with key partner contacts in sales, marketing, program management, business development, and executive level

  • Working with each partner local market team to educate them on CDW to demonstrate why CDW should be their “go to” partner

  • Hosting quarterly meetings with the key stakeholders from partner and CDW within territories

  • Developing a plan for accountability on the execution of the plan for both the partner and CDW

  • Communication of top CDW/partner activities within the CDW SSS and Sales teams

  • Developing and managing a consistent approach to partner with the DM’s to manage the CDW/partner business

• Managing this business includes:

• Facilitating pipeline calls for CDW leaders and partner peers and providing data and trends for these pipeline calls

• Maintain a system to track the progress and status of top vendor partner initiatives

• Identification and introduction of key contacts relevant to the partner sales and marketing groups

• Working with partner on developing synergies – pulling more business through CDW

• Quarterly meetings with these key contacts, including various internal resources as needed

• Educating partner sales teams on the CDW value proposition

• Communication of partner activities within the CDW sales team

• Building a process that will allow this person to hold the CDW and partner management teams accountable to execute on their engagement plans

  • Development of a standard “Dashboard” that will include successes, pipeline, timelines, etc.

  • Conducting customer satisfaction surveys and tracking mechanisms
    Increasing mutual customer and partner awareness to CDW capabilities by executing on joint-marketing programs, attending in market events, etc.

  • Updating and maintaining the vendor section of the CDW/partner SharePoint site

  • Creating standard processes and templates that can be replicated for all such strategic plans

  • Driving the engagement between CDW Sales, Strategic Sales and Services

• CDW internal engagement includes:

  • Develop and execute a plan that will result in all 3 groups working together to bring more value to the partnership

  • Educating sales teams on local offerings and resources for partner

  • Participate in expansion office/branch pipeline calls

  • Hosting quarterly meetings between all groups to review business

Responsibilities

• Adhere to ethical and fair business practices, following the CDW Way principles

• Maintain effective communications with all stakeholders

• Participate in annual Performance Review and Talent Review processes

• Travel as needed (4-5 days per month on average)

• Maintain Expense expectations

• Other special projects upon request

• Success Metrics:

  • Profit and revenue growth of partner

  • Key successes pertaining to partner relationships, such as top vendor and Partner awards, new contracts and/or partnerships, etc

Minimum Qualifications

• 5 years of sales, solution sales, partner development experience or 3 years of sales leadership/management

• Associates Degree

Other Required Qualifications

• Ability to communicate effectively with Public Relations Staff, external publications and customer executives.

• Exemplary written and oral communications skills, as well as outstanding platform speaking and presentation ability

• Outstanding organizational skills including strategic planning, goals setting, and execution

• Strong knowledge of CDW’s position and ability to execute solution focused marketing programs effectively preferred

Preferred Qualifications

• Bachelor’s degree strongly preferred

Pay range: $75,000 - $103,000, depending on experience and skill set 

Annual bonus target of 100% 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.