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. The Sr. Public Safety Business Development Strategist is responsible for accelerating growth in the State & Local market, focusing on the public safety agencies, including law enforcement, emergency management and response, and fire. This individual will play a hybrid consultative and tactical role, leveraging the knowledge of CDW Government's solutions and offerings, to align with the customer's business priorities and position CDW Government as a preferred partner. The Public Safety Business Development Strategist will gain customer intimacy by demonstrating the full resources and capabilities that we can deploy to help them achieve their mission. Key Areas of Responsibility
* Create strategy, tools, resources, and processes to increase customer relevancy and deliver sales growth within State & Local public safety customers. Focus on strategic planning, competitive assessment, development and implementation of strategic plans, and customer/business acquisition strategies. Advise sales leadership on the strength of the account team, resources needed to earn the customer, and changes that need to be made in sales coverage. Work closely with Integrated Tech to prioritize technical resources for service delivery.
* State & Local Public Safety Strategy
* Work with assigned sales team to proactively engage public safety customers at all levels, from admin to C-Suite in a set number of a focused accounts within the assigned region.
* Gain access to key customer decision makers (D and C level)
* Build strategic customer relationships for long-term partnerships
* Help shape market opportunities (customer, partner and industry leaders)
* Identify and develop key partner relationships (OEM, service partners, diverse business partners)
* Understand the customer's budget, funding streams, and how the political landscape impacts the customer
* Discovery of C-Level clients' business needs through research & customer engagement
* Educate C-level on CDW Government's capabilities, resources, and past performance around their strategic initiatives
* Uncover the areas of the business where CDW Government has the greatest opportunity to add value and win. This includes department/agency white space analysis, propensity to invest in specific solutions, partner engagement strategy, and specific services/solutions needed
* Demonstrate advanced insights and understanding of public safety agencies.
* Work 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
* Understand customer's business requirements such as small/diverse business preference, digital integration, sustainability, procurement law, and corporate & social responsibility policy
* Leverage internal CDW expertise and relationships to provide superior customer experience
* Influence and Interface with cross functional teams to help accelerate public safety sales strategies
* Align with sales, leadership, and partner teams to present a unified front and represent a single vision for our public safety accounts
* Advocate customer needs/issues cross-departmentally. Get the right attention, with the right resources, to provide a superior customer experience
* Serve as the single point of contact for critical customer issues. Escalate internally/externally and provide clear, frequent communication to the customer
* Act as the voice of the customer. Provide feedback to sales, operations, ITS, digital integration, and channel teams to drive continuous improvement
* Integrate deep technical, business, and procurement expertise into a comprehensive, customer focused experience.
* Have a sound understanding of the agency's procurement processes, contracts, regulations, and operations
* Be an expert in the city/county/state where the account is located
* Participate in select public sector/public safety industry associations conferences and briefings
* Understand customer requirements & CDW Government's capabilities around digital integration, supplier diversity, sustainability, and corporate & social responsibility
* Transform Strategy into tactical and operational objectives
* Work with clients to establish goals, or other key performance indicators. Measure performance and build a plan to help the customer achieve their goals
* Engage with customer executives (and other influential stakeholders) to identify, define, track and measure the overall impact of CDW Government's solutions to organizational goals
* Ensure customer creates value through defining and achieving business outcomes Qualifications
* College degree or equivalent industry experience. 5 years of customer-facing sales/marketing/business development experience working with public safety agencies directly
* Strong customer-facing skills, with a history of building solid relationships with C-Level Executives in IT and Procurement
* Proven success record of implementing Public Sector technology services and solutions
* Experience in positioning technology-related solutions, including services, to Public Sector and public safety entities
* Ideally have demonstrated knowledge and background in contracts and e-Procurement solutions for Public Sector
* Knowledge of government procurement budgets and procurement cycles
* Excellent communication skills (written and verbal), detail oriented, effective interpersonal skills, an energetic and enthusiastic individual.
* Ability to build strong relationships both within one's own organization, as well as with suppliers and customers
* Strong presentation skills, both in person and via tele/video conference.
* Must be a self-starter and able to meet and exceed expectations with limited supervision
* Motivated by achievement, challenge, competition, and being part of a winning team
* Strong analytical skills to collect information and problem solve for business needs
* Is a passionate learner who demonstrates continuous learning by proactively expanding technical depth in products, solutions, and services
* Operates with the perspective and insight that the business needs
* History of success in team selling
* Ability to travel up to 25% Pay range: $71,500 - $107,900 depending on experience and skill set Annual bonus target of 53.85% subject to terms and conditions of plan Benefits overview: https://cdw.benefit-info.com/ Salary ranges may be subject to geographic differentials
* We make technology work so people can do great things.
* CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive. 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.
