Business Development Manager, Digital Enablement

Description

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.

CDW’s Solution Sales organisation 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 organisation is made up predominantly of Business Development Managers, Sales Specialists and various levels of Solution Architects (presales technical resource).

The role of the Business Development Manager is focussed on the following core areas:

• Result driven sales overlay resource focussed 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 Business Development Manager is to be an overlay sales function with specialist knowledge aligned to CDW’s Digital Enablement proposition to lead the sales engagement from start to finish on opportunities from proactive sales engagement with aligned account owners.

This role is responsible for maximizing revenue and GP growth by driving close partnerships both internally and externally and aligning to CDW’s growth objectives. This will be supported with joint initiatives as per an agreed business plan.

BAU Measures

• Revenue and GP 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 Solution Sales Specialists to drive business goals.

Long-term Strategic Change Measures

• thought leadership – Positioning CDW as a trusted advisor in the Digital Enablement space through industry insights, presentations, and engagement.
• Customer solution adoption – Driving adoption of CDW’s portfolio beyond initial sales, ensuring long‑term value realisation.
• Innovation and adaptability – Staying ahead of industry trends, evolving the sales approach, and incorporating new technologies into the sales strategy.
• Role‑Specific Performance Measures
• Proposal success rate – The percentage of proposals and pitches that lead to successful engagements.
• Objection handling and negotiation effectiveness – Measuring how well objections are managed and deals are closed.
• Sales conversion ratio – Tracking the percentage of qualified leads that convert into successful sales.

The role holder will be heavily involved and/or lead with:

• Engage proactively with existing/prospective customers to understand business challenges and position tailored solutions, targeting technology buyers
• Prepare and present compelling proposals and pitches to clients, both owning and contributing to opportunities
• Qualifying and leading the initial business discussions with the customers
• 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 within Digital Enablement in order to drive pipeline and lead the sale
• 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…