Business Development Specialist - Google Workspace
CDW

Job Info

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Responsible for driving sales growth specifically for the Google Workspace product line within CDW’s account base. Primarily working with CDW and Google sales teams and technical groups (including Account Managers, Account Executives, Solution Architect’s (SA) and Google Partner Account Manager’s (PAM), develop pipeline and facilitate sales using partner programs as well as incentives to deliver the best solution for the customer while maintaining profitability when crafting solutions.

 

 

Key Areas of Responsibility

• Develop and grow a territory sales strategy (geography and/or market segment) to meet or exceed bookings targets on net new licenses and increase average order sales
• Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
• Collaboratively work with CDW and Google Channel Account Managers in a given geography to identify, facilitate and close opportunities
• Responsible for sales engagement between CDW and Google Cloud
• Drive CDW and Google Cloud Programs through use of SPS, Whitespace Campaigns, Red Carpets and In-Market events.
• Effectively distinguish Google Cloud offerings from competitors, offer Google product configuration / pricing / program assistance, and present well-prepared compelling cases customers for purchase of Google solutions
• Drives and executes renewals sales cycle
• Leverages partner sales tools to help provision quotes/orders
• Assists with deal registrations

Responsibilities

• Has working knowledge of CDW/Google Cloud sales tools Responsibilities
• Attain monthly, quarterly and annual sales and profitability quota
• Drive sales and profit for Google Cloud solutions
• Conduct high level and technical conversations and training presentations and with customers and account managers
• Consistently build and deliver on new account and opportunity pipeline
• Identify key decision makers and manage the sales process
• Negotiate pricing and incentive programs to facilitate business
• Proactively call into established, targeted accounts
• Increase rapid acceptance of Google Cloud in the geography through:
• Developing a thorough understanding of the solution portfolio
• Defining and articulating a strategy and solution by customer or vertical
• Architecting a solution using the full Google product stack

Minimum Qualificiations

• High School Diploma
• Two year minimum experience with strategic account planning and consultative sales Other Qualifications

Other Qualifications

• Proven track record of organically growing white space
• History of facilitating sales solutions
• Outstanding verbal, written, and presentation skills in executive and informal settings required.
• Must be knowledgeable or have some related experience in the technical industry, preferably with Security and Storage
• Able to communicate technical concepts and business solutions
• Demonstrated ability to understand and interact with senior level management CXO levels.
• Ability to craft comprehensive security and storage 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 environment Preferred Qualifications:

Preferred Qualifications

• Bachelor’s Degree
• Successful completion of a recognized formal sales training program(s)
• Knowledge of CDW business model
• Knowledge of CDW ordering process
• Knowledge of Google Cloud sales tools
• Knowledge of Google product portfolio

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