Manager of Business Development - IBM

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Requirements:

• 5 years of sales, solution sales, partner development experience or 3 years of sales leadership/management
• Associates Degree
• 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
• Bachelor’s degree strongly preferred

Responsibilities:

• Developing and executing a CDW/Partner engagement plan
• 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
• 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
• 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
• 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