Business Development Manager, Microsoft Modern Work & Security

DEPARTMENT

Microsoft Practice

REPORTING TO

Microsoft Sales Specialist Lead

ABOUT CDW

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 was founded in 1984 and employs approximately 14,600 coworkers.

CDW prides itself on being ‘People Who Get IT’ and ‘People who get People’. Our relationships are fueled by our deep expertise and are grounded in the CDW Way. Our empowering leadership makes things happen and inspires their teams to do the same. From the teammates beside us to the leaders who guide us, we move forward together.

At CDW, you’ll work with people who inspire you. People with positive, success-driven attitudes whom you will learn and forge strong relationships with. Bring your best true self—and your best ideas—to CDW. Because diverse perspectives bring forth better problem solving—and better solutions for our customers in a rapidly evolving technology landscape.

JOB SUMMARY

The CDW Microsoft Practice is in place to deliver high value business outcomes and experiences to our existing and prospective customers across the full Microsoft eco-system. We do this by high levels of collaboration with the CDW sales community, being experts in our field and having a passion for technology and customer satisfaction.

The role of a Business Development Manager, Microsoft Modern Work & Security is focused on:

• Have Sales Specialist capability on Microsoft Modern Work, Security and aligned technology and business outcome areas to actively and successfully drive positive business and profitable outcomes for both CDW and our customers
• Be experienced in running and co-running (alongside the CDW sales teams) a professional and winning sales engagement
• Be proactive in building value adding sales initiatives which creates mindshare within the CDW sales community and has deliberate and intentional business outcomes
• Be able to build strong and credible relationship with internal teams and CDW customers

KEY RESPONSIBILITIES

This role will be responsible for maximizing revenue and GP growth by driving close partnerships with internal stakeholder, customers and Microsoft to deliver joint success for CDW and Microsoft. Key responsibilities include:

• Drive and deliver Professional and Managed Microsoft Services outcomes for CDW and our customers
• Be responsible for winning net new Microsoft customers to CDW (alongside the sales team) and driving proactive opportunities alongside our existing customers
• Deliver against assigned targets aligned to profitable sales volume and strategic objectives/KPI’s
• Execute on close co-sell opportunities and initiatives alongside Microsoft
• Own sales execution against plan aligned to defined milestones & metrics
• Contribute and maintain any required certifications that support the Microsoft Practice
• Understand and promote all relevant programs and promotions to maximize the sales opportunity.

QUALIFICATIONS, SKILLS, AND EXPERIENCE

• Demonstrable successful Modern Work and/or Security sales execution experience
• Selling and deal ownership experience should include any of the following - M365, Copilot, Sentinel, Defender, Purview solutions and services. There will be a focus on Copilot and Security sales motions
• Demonstrable multi-level customer interaction, engagement and relationship management
• Demonstrable Microsoft programme adoption and utilization experience
• Strong understanding and experience of the procurement lifecycle including negotiation, contracting, and the management of third parties
• 5+ years working in the cloud platform / services industry

ESSENTIAL ATTRIBUTES

• Highly ambitious, credible, motivated, and accountable individual with an appreciation for building meaningful and lasting relationships, combined with a desire and ability to “win hearts and minds” - Confident yet humble in their approach
• Detail-oriented with strong time management skills combined with the capacity to lead and work on multiple initiatives, as well as dynamically prioritise and pivot based on changing business needs
• Outstanding communications skills, with the ability to clearly and concisely present concepts and recommendations in verbal, written, and presentation formats to customers, senior leaders, and cross-functional audiences
• High levels of industry-related knowledge with an insatiable thirst for new information relevant to the market
• Prepared for occasional travel between CDW UK & International offices as the role requires whilst maintaining a suitable home life balance

Ability to allocate time to undertake personal development activities such as attending training, achieving certifications, and focusing on soft-skill development – always seeking to personally develop as an individual

CUSTOMER FOCUS AND WAYS OF WORKING

• Each coworker is accountable for their actions and is required to exercise good judgment in everything they do. Part of that responsibility includes ensuring that you understand and live up to the values and standards we set for ourselves in the CDW Way, the CDW Way Code (our code of ethics and business conduct), the Information Management System (IMS), and all other policies and procedures relevant to your role.
• Each coworker has a responsibility to ask questions when they are unsure of CDW’s values, standards, and policies, and to act if they believe someone else is not acting consistently with those values, standards, and policies.
• Each coworker is responsible for maintaining customer focus and for periodically reviewing the Circle of Service Philosophy and the Quality Policy to understand CDW’s commitment to excellent client service and continual improvement. Coworkers must report any customer problems, feedback, service outages, and service improvement suggestions to management.
• Each coworker is required to comply with CDW’s policies relating to Information Security and Data protection, specifically to:

• Protect all information assets from unauthorised access, disclosure, modification, destruction & interference
• Treat the security of all information assets according to their designated information security classification
• Ensure that they only access information assets that they are authorised to do so.
• Adhere to the procedure for reporting any security weakness or event
• Commit to, and participate in, personal development of information security awareness & knowledge

• Comply with all laws and contractual obligations regarding the protection of data