Solutions Sales Specialist - Hybrid Cloud

CDW’s Solution Sales organization is in place to collaborate with sales and to be responsible for delivering high value outcomes and experiences to our existing and prospective customers across a variety of technology growth pillars including Hybrid Platforms, Modern Workspace, Security and Digital Enablement. The Solution Sales organization is made up predominantly of Sales Specialists, Business Development Managers and various levels of Solution Architects (presales technical resource).

The role of the Solution Sales Specialist is focused on the following core areas:

• Result driven sales overlay resource focused on delivering successful financial metrics for the business.
• Create and execute on a business plan that delivers against targets and KPI’s.
• Being a sales specialist in the specific technology domain, solution, services area of this role.

The primary purpose of the Solution Sales Specialist is to be an overlay sales function with Hybrid Cloud specialist knowledge to lead the sales engagement from start to finish on opportunities from proactive sales engagement with aligned account owners. The role is to promote and sell the complete CDW portfolio of Hybrid Cloud and supporting professional & managed services to our customers to achieve personal targets set annually that contribute to the overall team target. The available portfolio today is extensive but summarized to:

• Dell
• HPE
• Nutanix
• Lenovo
• Azure
• AWS
• Colocation
• Pure
• NetApp
• Broadcom

Opportunities are very often multi-stream and the role holder should be able to sell across multiple technologies.

Key Responsibilities

• Engage proactively with existing and prospective customers to understand business challenges and position tailored solutions, targeting strategic decision makers and profiling potential new customers.
• Qualifying and leading the initial business discussions with the client.
• Prepare and present compelling proposals and pitches to clients, both owning and contributing to opportunities.
• Objection handling, negotiating and ultimately closing the sale.
• Achieve and exceed sales targets while maintaining high levels of customer satisfaction as the owner of commercial deals.
• Be the subject matter expert/specialist for Hybrid Cloud in order to drive pipeline and lead the sale individually.
• Establish new relationships within CDW and externally within the client/prospect base to drive performance goals.
• Work in close partnership with the internal CDW Sales and Specialist teams to identify new opportunities whilst driving proactive development of converged pipe/funnel.
• Build strong relationships with the Account Management team who own the customer relationship and proactively work with them, seeking opportunities and engaging additional CDW personnel as needed.
• Identify client needs and propose end-to-end solutions that enhance efficiency and scalability.
• Supporting teams with bids where required.
• Keep up to date with knowledge and stay updated on industry trends and emerging technologies.

Required Knowledge

• Demonstrable knowledge in Datacentre and/or Cloud.
• Knowledge of a structured sales process.
• Knowledge of different customer personas.

Key Skills Needed to Succeed in the Role

• Sales hunter skills in building/closing pipeline.
• Active listening.
• Communication & presentation.
• Decision-making.
• Strategic thinking.
• Ability to lead virtual teams.

Required Experience

• Demonstrable experience in delivering successful sales growth performance – running a structured sales cycle from start to finish.
• Experience of working in sales environments and contributing to sales proposals, bid responses and customer meetings.
• Experience in building positive working relationships with internal and external customers.
• Experience in dealing with IT strategic decision makers.

Key Competencies

• Proactive relationship building skills, taking personal ownership of work and interactions, and acting on own initiative.
• Commercial awareness - an understanding of the competitive landscape and the ability to apply that in order to differentiate CDW against its competition.
• Sales forecasting – leveraging knowledge of sales process, sales hunting skills and the experience of working in sales environments to accurately forecast quarterly.
• Stakeholder management – leveraging knowledge of different personas, active listening skills and experience of leading teams to effectively adapt engagement style as the situation or individual(s) require.

Success Measures

• Revenue Generation – Achieving and exceeding personal and team financial targets.
• Pipeline Development – Building and maintaining a robust sales pipeline with qualified opportunities.
• Sales Cycle Execution – Successfully running structured sales cycles from initiation to closure.
• Cross-Team Collaboration – Effective teamwork with Sales, Solution Architects, and Business Development Managers to drive business goals.

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.