AddressThe Azure Marketplaces (AZUMP) Business Development Lead (BDL) is responsible for attaining AZUMP program goals, execution of the AZUMP Private Offers, and accelerating and growth of our AZUMP overall. This role covers all Azure Marketplaces including the Azure Marketplace Multi-party Private Offer (MPO) and Azure Cloud Solution Provider (CSP) programs for our Public Sector customer base. Responsibilities include AZUMP practice building, creation of go-to-market (GTM) materials, and coordination with AZUMP Independent Software Vendors (ISVs a.k.a., SaaS partners).
The AZUMP BDL will also drive enablement for our CDW Sales and Integrated Technology Services (ITS) coworkers including training and Business Development activities.
The AZUMP BDL will partner with the Microsoft-badged team, CDW Digital Velocity, Sales, Partner team and the AZUMP Channel Team to ensure substantial growth and expansion of the AZUMP at CDW. They will be an advocate across the organization for our AZUMP goals.
Success is measured primarily against AZUMP financial metrics (i.e., AZUMP revenue and gross profit goal attainment). Secondary metrics include but are not limited to number of AZUMP transactions, successful completion of AZUMP GTM and enablement activities, and number of AZUMP-participating ISVs . Progress against these metrics will be reviewed on a quarterly basis with CDW Leadership and the Microsoft-badged team.
This position will report to the Public Cloud Marketplaces Team within CDW’s Digital Velocity organization.
Key Areas of Responsibility
- Manage inbound opportunity qualification and triage
- Assist in account mapping with strategic OEMs
- Assist in account planning with CDW Sellers
- Understanding and delivery of the Digital Velocity (DV) pitch and value proposition to CDW sellers, OEMs and suppliers.
- Project Kick off and Close out follow up to generate additional opportunities within buying customers
- Demonstrate good teamwork with coworkers
- Supplier Management and opportunity generation
- Pipeline management
- Assist DV team in exceeding category revenue and profit goal consistently while attaining high customer satisfaction.
Education and/or Skill-Set Qualifications
- Bachelor’s Degree
- 2 years of experience working in a Azure or cloud technology sales role
Required Qualifications:
- This is a technical-selling role and candidate should have a track record of success leading projects with strategic customers and/or IaaS/SaaS partners (i.e., directly engaging customers, sellers, and/or partners to close an opportunity or deliver technical project outcomes).
- Excellent communication and interpersonal skills to build and maintain relationships with clients.
- Demonstrated ability to thrive in a fast-paced, target-driven sales environment.
- Demonstrated ability manage multiple projects/sales opportunities. The AZUMP BDL should expect up to 35-50 pipeline opportunities with 10-25 active opportunities per week.
- Ability to leverage business acumen, political savvy, relevant personal and experience, perseverance and communication skills to build credibility.
- Excellent written, presentation, and verbal communication skills.
- Ability and willingness to travel up to 10% or as needed to other CDW locations, meetings and client sites.
Preferred Qualifications:
- Working knowledge of Public Sector Contract ecosystem and processes.
- 100-200 level of knowledge public cloud, public cloud marketplaces, and AZUMP products and processes or capability to acquire this knowledge.
- Understanding of Independent Software Vendor (ISV) market.
- Experience with Public Cloud Marketplaces.
- Azure certification(s) such as Microsoft Certified Azure Fundamentals, Azure
- Developer, or Azure Administrator is a plus.
- Familiarity with sales and CRM tools, such as Salesforce, is a plus.
