The Business Development Senior Strategist develops and executes upon strategic plans to expand and enhance business opportunities within select agencies or accounts within the assigned business segment
State and Local Public Safety. This individual generates new business through various business development activities including identifying and strategically targeting contracts (BPAs, IDIQs, et al), mentoring inside sales and field sales teams prospecting, networking and building executive-level relationships in Public Safety agencies and their relevant system integration partners. Business Development Strategist acts as a mentor for junior members of the team and serves as escalation point.
Key Areas of Responsibility
Responsible for developing and executing sales plan and strategies specific to the Public Safety market
Drive profitability and grow revenue for target accounts in partnership with inside and field sales team
Provide in-depth customer technology roadmap and collaboratively work with sales teams to uncover new sales opportunities
Develop partnerships with Vendor Field Sales Representatives and optimize the joint selling opportunities within the territory
Build market awareness of CDW through participation in local/regional industry events, organizations and affiliations
Demonstrate technical acumen and ability to create Public Safety market specific solutions
Develops and regularly updates formal opportunity review, including but not limited to strategic account plans, capture strategy, win themes, RFP preparation, gap analysis and strategy to overcome identified obstacles for target opportunities.
Develops relationships with teaming partners and uses those relationships to strengthen CDW's brand with key customers
Works closely with multiple stakeholders at the customer to influence the final requirements of the target opportunity, including executives, program leads, project leads, technical experts and procurement
Works closely with various stakeholders throughout the company including inside sales teams, field sales, sales management, program management, services team, solution architects, etc.
Identifies potential business partners (OEM's, Primes, Subcontractors, etc.).
Represents company at external business networking opportunities, conferences and events
Attends customer onsite meetings, business reviews, and industry days, for target agencies and programs
Develops partner-facing business plans to secure advantageous pricing or appointment to contracts
Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business
Participates in annual planning sessions
Articulates value proposition to partners and customers
Education and/or Experience Qualifications
Minimum 5 years' experience in technical sales role
Minimum 7 years' experience selling to Public Safety and First Responder clients
Other Required Qualifications
Strong understanding of the Public Safety market
Proven ability to influence across all functions of an organization.
Excellent verbal and written communication skills
Excellent presentation skills
Highly organized with the ability to coordinate and orchestrate cross-functional teams
Strong analytical and planning skills and creative thinking
Strong problem solving skills with demonstrated ability to find solutions while working independently.
Must be able to communicate effectively and in a constructive manner with management, peers and coworkers.
Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility
Travel 50% or more
1 year of experience working on large contract pursuits
3+ years management experience in technology solutions sales