ProAV Business Development Strategist
The ProAV Business Development Strategist (ProAV BDS) is responsible for driving sales growth specifically for ProAV solutions and services within the Education vertical at CDW. This role will be responsible for working with the Education CDW sales team (including Business Development, Account Managers, Account Executives, Sales Management, Solution Architects, and Partner Program Management), to develop pipeline and facilitate sales using strong partner alignment to deliver the best solution for the customer while maintaining profitability. Successful ProAV BDS will design and develop capabilities that integrate with CDW solutions leveraging the partner(s) technologies and adhering to industry best practices and norms.
Key areas of responsibility
Help to develop and mature our ProAV practice areas and GTM strategy in response to client needs and market demand
Define and document best practices for consulting, scoping, quoting, ProAV solutions and services
Identify emerging practice opportunities within the ProAV landscape
Evangelism of technology pertaining to ProAV solutions throughout the CDW Education vertical by conducting high level conversations and training presentations
Provide leadership and guidance by working with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the general Account Representative/Manager audience.
Build market awareness of CDW and OEMs through a combination of evangelism, public speaking, thought leadership and participation in local/regional industry events, organizations and affiliations.
Provide ProAV workshops and training events for customers and industry leaders on emerging capabilities ProAV technologies and services
Develop solid business relationships within the various decision-makers at all levels at key customer accounts
Research and produce thought leadership collateral
Meet training and certification requirements for selected vendors
Work to validate 3rd party vendors leveraging industry analysis
Presales consulting for ProAV technologies where needed
Sales Administration
Work with sales to progress the sales process
Proactively engage sales for targeted accounts
Provide monthly reporting of pipeline, sales, wins, losses and sales inhibitors to your manager
Establish and maintain strong partnerships with vendor partners
Education and/or Skill-Set qualifications
Bachelor's degree or equivalent experience
5+ years of experience in deployment of ProAV solutions
Previous direct customer consulting experience or equivalent understanding of role responsibilities
Required qualifications
Demonstrated deep technical knowledge of ProAV technologies and ability to speak to business value of ProAV solutions and services
Experience in assessing business drivers and translating them into solutions
Demonstrates skills in collaboration with cross-functional virtual teams and is able to solve complex problems
Demonstrated high degree of organization and attention to detail
Ability to travel up to 25% as needed
Preferred qualifications
Industry standard Certifications (CTS, Crestron)
Knowledge of CDW business model
Knowledge of CDW ordering process