VMware Business Development Manager - Commercial

The Commercial Business Development Manager is responsible for accelerating growth within the Commercial Major and Territory business segments by leveraging our manufacturer partnership to provide solutions and services to customers that meet their evolving business demands.

Key Areas of Responsibility

• Coordinate with Sales to:
  
  
  
  • Drive Enablement and Training with Sales around key partner solutions and campaigns.
  • Determine target market(s) to address.
  • Determine the accounts within target markets.
  • Review current state of relationship within selected accounts.
  • Drive execution of growth strategy within selected accounts
  • Develop a long-term, mature pipeline of solution & services-based opportunities.
  • Forecast pipeline against monthly sales targets for assigned segments.
  
  
  
  
• Develop relationships with sales professionals and sales leaders internally at CDW and externally at the partner to drive collaboration and results between both organizations.
• Partner closely with sales to collaborate closely with multiple stakeholders at the customer to influence the final requirements of the target opportunity, including executives, program leads, project leads, technical experts and procurement.
• Function as the subject matter expert for customer visits and presentations, customer conference calls and webinars, as well as participate in all aspects of large transaction sales cycles.
• Coordinate with appropriate resources to execute necessary legal and financial agreements, such as NDA's and Teaming Agreements prior to RFP release.
• Identify trends in customer purchasing patterns and enact specific plans to help sales teams capture a greater share of business.
• Articulate the partner value proposition to partners and customers.

Minimum Qualifications

• Bachelor's degree.
• 3 years customer facing sales/marketing/business development experience in the Commercial Sales marketplace.
• Strong customer facing and analytical skills with a history of building solid relationships with seller and leadership contacts.
• Proven record of success in identifying net new opportunities with in existing accounts, building net new accounts for the partner, and consistently exceeding sales targets.

Other Required Qualifications

• Proven ability to influence across all functions of an organization.
• Excellent verbal and written communication skills.
• Demonstrated collaboration behavior with excellent facilitation and negotiation skills.
• Strong critical thinking skills with demonstrated ability to find solutions while working independently.
• Must be able to communicate effectively and in a constructive manner with management, peers, and coworkers.
• Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change, and delegate responsibility.
• Excellent presentation skills
• At least 25% travel