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Red Hat Business Development Lead

3 months ago

Cleveland, United States CDW Full time

Description Bring your IT career and talents to CDW, where you can have a greater impact, be inspired by our mission and excited about your career and future.A Fortune 200 leader, we're the driven professionals and technology experts companies turn to most to solve their IT challenges. Summary The Business Development lead develops and executes upon strategic plans to expand and enhance business opportunities for Red Hat within the assigned business segment. This individual generates new business through various business development activities including identifying and strategically targeting, mentoring inside and field sales teams, prospecting, networking and building executive-level relationships within the assigned market segment. Key Areas of Responsibility Drive and Own Sales Campaigns: Proactive Messaging, Market Ownership and mastery, Net-New Logo Acquisition Opportunity Management - Red Hat: Pipeline - subscription based, Up/Cross Sell, Account Planning and strategy with CDW and Red Hat counterparts Alignment: Regional, Red Hat technology stack, Red Hat Business Strategy (GTM) 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. Presents progress on opportunities and results of efforts to leadership on a weekly basis. Develops relationships with regional companies and uses those relationships to strengthen CDW's brand with key customers. Analyzes opportunities and provides leadership with various options and the best strategy to secure wins. 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 CDW including inside sales teams, field sales, sales management, program management, finance, counsel, services team, solution architects, et al. Participates as a subject matter expert in conjunction with sales leaders and architects throughout the proposal process. Secures/prepares certain proposal elements, such as past performance and diverse business inclusion plans, in anticipation of RFP requirements. Represents company at external business networking opportunities, conferences and events. Attends customer onsite meetings, business reviews, and industry days, as needed. Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA's and Teaming Agreements. Assists Program Management team with contract launch and sales team education for target contracts to maximize sales potential and contract utilization. Develops partner-facing business plans to secure advantageous partner growth across multiple selling segments. Drives incremental revenue and profit growth through contract wins and strategic sales initiatives. Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business. Identifies key contract opportunities and maintains a 5-year pipeline. Participates in annual and quarterly planning sessions. Articulates value proposition to partners and customers. Education and/or Experience Qualifications Bachelor's degree 5 years of experience selling technology to commercialclients 1 year of experience working on large contract pursuits Strong understanding of the commercialmarket Required Qualifications Experience with Shipley, Miller Heiman or other sales methodologies Proven ability to influence across all functions of an organization Excellent verbal and written communication skills Demonstrated c