Job Description

Role Overview

Responsible for driving sales growth specifically for APC by Schneider Electric within CDWs corporate account segment. Primarily working with CDW sales team (including Account Managers, Pre-sales and Account Executives), drive awareness of the category, develop pipeline and facilitate sales using partner programs as well as incentives to deliver the best solution for the customer while maximizing top line and margin for CDW. Maintain profitability when crafting solutions.

Key Areas of Responsibility

* Develop and manage a territory sales strategy (geography and/or market segment) to meet or exceed opportunity targets
* Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
* Collaboratively work with Account Managers, Pre-sales Account Executives, Key Attach ISA and FSA groups as well as and Power/Cooling ISAs in a given geography to identify and facilitate opportunities
* Farms new opportunities from key attach pipelines of active projects in region. Key attach pipelines are typically: server, storage, networking, cloud, etc.
* Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the general Account Manager audience
* Clearly explain relevant facts, effectively distinguish APC power, cooling and management offerings from competitors, offer APC product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase APC solutions

Responsibilities

* Conduct high level conversations and training presentations
* Consistently build and deliver on account and opportunity pipeline
* Drive sales and profitability for a specific product line
* Follow-up on and qualify leads
* Generate new business opportunities to grow pipeline
* Identify key decision makers and manage the sales process
* Negotiate pricing and incentive programs and facilitate business
* Proactively call into established targeted accounts
* Increase rapid acceptance of APC solutions in the geography through:
* Developing a thorough understanding of the portfolio
* Articulating a strategy and solution by customer or vertical
* Partnering with other teams to align horizontal solutions with key accounts

The information in this position description is intended to convey information about the key responsibilities and requirements of the position. It is not an exhaustive list of the skills, efforts, duties, responsibilities or working conditions associated with the opportunity. Responsibilities are subject to change.

Qualifications

Minimum Qualifications

* 2 years experience with strategic account planning and consultative sales
* High School Diploma

Other Qualifications

* Proven track record of organically growing white space
* History of facilitating larger sales solutions over 25k in revenue
* Proven Customer and level interaction skills required
* Outstanding verbal, written, and presentation skills in executive and informal settings required
* Must be knowledgeable or have some related experience in the technical industry
* Able to communicate technical concepts and business solutions
* Demonstrated ability to understand and interact with senior level management levels
* Ability to craft comprehensive data center solutions and to articulate business benefits of those solutions
* Experience in a collaborative environment
* Motivated seller with strong problem solving skills
* Able to work in a fast paced environments

Preferred Qualifications

* Industry Power and Cooling Certifications
* Successful completion of a recognized formal sales training program(s)
* Knowledge of CDW business model
* Knowledge of CDW ordering process

CUSTOMER FOCUS AND QUALITY MANAGEMENT RESPONSIBILITIES:

Each CDW coworker is responsible for maintaining customer focus and conforms to the CDW quality management system. Specific responsibilities include:

a) Periodic reviews of CDW Circle of Service Philosophy and the Quality Policy to understand CDWs commitment to excellent client service and continual improvement and to conform to these policies and philosophies at all times

b) During your orientation period, review with your supervisor as needed the quality procedures and operating instructions listed at CDWHOME/ISO9001 intranet site that apply to your specific assignment(s) within the scope of this job position.

c) And after the orientation period to conform to these procedures and instructions, including any reporting (and/or record keeping) responsibilities.

d) Report any client problem, or any service outage that may cause potential client problems to your supervisor.

e) Communicate improvement ideas that you have regarding CDW service quality or client satisfaction per established means.

Each coworker is accountable for their actions and is required to exercise good judgment in everything they do on behalf of CDW. Part of that responsibility includes ensuring that you understand and live up to the values and standards we set for ourselves in the CDW Way, the CDW Way Code (our code of ethics and business conduct), and all policies and procedures relevant to your job responsibilities. Additionally, every coworker has a responsibility to ask questions when they are unsure of what those values, standards and policies require, and to take action if they believe someone else is not acting consistently with those values, standards and policies.

Additional information is available CoworkerNet, and confidential/anonymous assistance is available to coworkers through CDW Way Direct (our ethics helpline) at 877-7-CDW-WAY (877-723-9929) or www.cdw.ethicspoint.com.