AddressThe primary responsibility for this position is the National support of CDW’s IBM software business and associated services to our clients and Account Managers.
Primary Duties & Responsibilities
- Developing a thorough understanding of clients’ current business challenges, application landscape, and sales/marketing strategies
- Maintaining professional relationships with appropriate Mfg. and consulting communities
- Developing and delivering professional and effective presentations of CDW and our solution offerings pertaining to IBM Software and applicable services offerings
- Sets a personal example of leadership
- Identifies, qualifies, and supports the Account Managers in complex and strategic IBM software product and associated services sales in new and existing accounts
- Keeps abreast of changes/updates, competitive offerings, in IBM software product lines and trends within the marketplace through training and other sources
- Involve appropriate additional CDW consultants/services team members in opportunities to ensure the most effective solution is presented and delivered to customer/Account Manager
- Reviews IBM and HCL software and associated services in proposals, jointly with sales team to ensure profit revenue & margins are achieved
- Works with Original (partner) on IBM EOSL opportunities
- Prices the solution profitable and lead / participate in the negotiation on terms and conditions with the client and/or IBM
- May perform other related duties as required and assigned
- Manage sales pipeline and forecasting
- Collaborates with sales & presents sales proposal(s)
- Provides subject matter expertise (SME) in the areas of IBM software licensing
- Provides guidance on vendor software monitoring requirements (including IBM licenses metric tool – ILMT)
- Provides training to others in support of the software brand
- Directs others in complex account management process
- Supports coworkers across the organization in the process to maintain and grow business, manage accounts, and develop and prioritize opportunities
- Attends and presents at customer facing events to generate and identify opportunities for the business
Position Requirements & Qualifications:
- Bachelors’ degree in Business, Information Technology, or a related field
- Minimum four (4) years’ experience selling and supporting IBM complex software and associated services solution, including experience selling and supporting one or more of the following:
- Big Data & Analytics such as: IBM Watson, Netezza/PureData, Infosphere, DataStage, Cognos
- Commerce solutions such as: WebSphere Commerce, IBM Digital Analytics, Tealeaf
- Digital Experience solutions such as: WebSphere Portal, IBM WCM, Liferay Portal, IBM Connections
- Security
- Cloud
- Cognitive
- IT Infrastructure
- Mobile & Social
Other Position Requirements:
- Experience successfully working a complex sales cycle
- Ability to identify IBM software product and associated complimentary services opportunities and effectively articulate CDW services offerings to client and CDW Account Sales Teams
- Ability to manage multiple sales transactions
- Skills in financial analysis and calculation
- Ability to multi-task and to prioritize workload under tight deadlines in a fast-paced environment.
- Exceptional written and verbal communications skills, along with positive, professional, and friendly communication skills are a must.
- Ability to work well as a team member.
- Skills in Microsoft Office (Word, Excel, PowerPoint, etc.).
- Experience selling and supporting directly to decision makers within enterprise Lines of Business
- Demonstrated time management skill
- Demonstrated presentation and communication skills, including proven ability to articulate complex technology concepts to non-IT decision makers
- Demonstrated problem solving, customer service, negotiation, and follow up skills
- Demonstrated ability to work independently with little or no supervision
Preferred Qualifications
- Relevant vendor certifications
- Demonstrated knowledge of contract terminology
Data Privacy and Security:
- All CDW employees are responsible to safeguard the information and information systems that they use or handle in the execution of their duties. Employees are obligated to know and perform their duties in accordance with CDW policies, standards, and procedures related to security and report security violations to the appropriate CDW authority.
- Participate at hire and annually in the Information Security Awareness training as well as other required training identified by the Co-Worker Services department. Other data privacy and data security related regulatory training may be required based on your role or assignment
The above primary duties, responsibilities, and position requirements are not all inclusive.
CDW is an equal opportunity employer that values diversity. As a government contractor, CDW takes affirmative action to employ and advance in employment qualified women, minorities, individuals with disabilities, and protected veterans; maintains a drug-free workplace; and participates in E-Verify.
