Description
At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW.
Job Summary
CDW's Solution Sales organisation is in place to collaborate with sales and to be responsible for delivering high value outcomes and experiences to our existing and prospective customers across a variety of technology growth pillars including Hybrid Platforms, Modern Workspace, Security and Digital Enablement.
The Solution Sales organisation is made up predominantly of Business Development Managers, Sales Specialists and various levels of Solution Architects (presales technical resource).
The role of the Business Development Manager is focussed on the following core areas:
- Result driven sales overlay resource focussed on delivering successful financial metrics for the business.
- Create and execute on a business plan that delivers against targets and KPI's.
- Being a sales specialist in the specific technology domain, solution, services area of this role
The primary purpose of the Business Development Manager is to be an overlay sales function with specialist knowledge aligned to CDW's Digital Enablement proposition to lead the sales engagement from start to finish on opportunities from proactive sales engagement with aligned account owners.
This role is responsible for maximizing revenue and GP growth by driving close partnerships both internally and externally and aligning to CDW's growth objectives. This will be supported with joint initiatives as per an agreed business plan.
What will make you successful
BAU Measures
- Revenue and GP generation - Achieving and exceeding personal and team financial targets.
- Pipeline development - Building and maintaining a robust sales pipeline with qualified opportunities.
- Sales cycle execution - Successfully running structured sales cycles from initiation to closure.
- Cross-team collaboration - Effective teamwork with Sales, Solution Architects, and Solution Sales Specialists to drive business goals.
Long-term Strategic Change Measures
- thought leadership - Positioning CDW as a trusted advisor in the Digital Enablement space through industry insights, presentations, and engagement.
- Customer solution adoption - Driving adoption of CDW's portfolio beyond initial sales, ensuring long-term value realisation.
- Innovation and adaptability - Staying ahead of industry trends, evolving the sales approach, and incorporating new technologies into the sales strategy.
- Role-Specific Performance Measures
- Proposal success rate - The percentage of proposals and pitches that lead to successful engagements.
- Objection handling and negotiation effectiveness - Measuring how well objections are managed and deals are closed.
- Sales conversion ratio - Tracking the percentage of qualified leads that convert into successful sales.
What you will do
- Engage proactively with existing/prospective customers to understand business challenges and position tailored solutions, targeting technology buyers
- Prepare and present compelling proposals and pitches to clients, both owning and contributing to opportunities
- Qualifying and leading the initial business discussions with the customers
- Objection handling, negotiating and ultimately closing the sale
- Achieve and exceed sales targets while maintaining high levels of customer satisfaction as the owner of commercial deals
- Be the subject matter expert/specialist within Digital Enablement in order to drive pipeline and lead the sale
- Establish new relationships within CDW and externally within the client/prospect base to drive performance goals
- Work in close partnership with the internal CDW Sales and Specialist teams to identify new opportunities whilst driving proactive development of converged pipe/funnel
- Build strong relationships with the Account Management team who own the customer relationship and proactively work with them, seeking opportunities and engaging additional CDW personnel as needed
- Identify client needs and propose end-to-end solutions that enhance efficiency and scalability
- Supporting bid teams with subject matter expertise
- Opportunity ownership including CRM hygiene
- Keep up to date with knowledge and stay updated on industry trends and emerging technologies
What we expect of you
- Demonstrable knowledge in Service Management, Enterprise Service Management, Service Value Management, Business Process Automation solutions and services.
- Knowledge of a structured sales processes
- Knowledge of different customer personas
- Demonstrable experience in delivering successful sales growth performance - running a structured sales cycle from start to finish
- Experience of working in sales environments and contributing to sales proposals, bid responses and customer meetings
- Experience in building positive working relationships with internal and external customer
- Experience in working with IT strategic decision makers
- Key skills needed to succeed in the role:
- Sales hunter skills in building/closing pipeline
- Active listening to understand business challenges
- Proposal writing and pitch delivery that aligns with client needs
- Ability to work cross-functionally with Account Managers, Sales Specialists, Legal and Enablement Teams
- Proactive relationship building - Combining strong interpersonal skills, commercial awareness, and strategic intent to build and nurture high-value relationships across customers, partners, and internal teams
- Commercial acumen - an understanding of the competitive landscape and the ability to apply that in order to differentiate CDW against its competition
- Sales forecasting - leveraging knowledge of sales process, sales hunting skills and the experience of working in sales environments to accurately forecast quarterly
- Stakeholder management - leveraging knowledge of different personas, active listening skills and experience of leading teams to effectively adapt engagement style as the situation or individual(s) require
CDW is committed to being an AI-fluent organization
We're looking for people who bring curiosity, a learner's mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances- not replaces- human creativity and decision-making. You don't need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that's curious, adaptive, and ready to explore what's possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.
About Us
CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what's possible through technology. What makes CDW different isn't just what we do- it's how we do it. At CDW we act as one- building trust, speaking candidly, and working together to achieve more. We play to win- focusing on what matters most and delivering for our customers. And we think forward- staying curious, moving fast, and continuously learning. We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That's why we think of ourselves as coworkers, not just employees- working together to solve complex challenges and deliver real impact for our customers and communities.
As a full-stack, full-lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes. When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what's next.
Together, we deliver the full promise of what technology can do. Together, we Make Amazing Happen.
CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.
