Manager, Business Development - Education Microsoft/Windows

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Overview

The Microsoft Manager, Business Development role will be responsible for leading the sales strategy and execution of Windows devices and Microsoft services in Education. This role will focus on helping CDW’s Education customers gain a deeper understanding of Microsoft/Windows solutions, including CDW’s Amplified Services that meet their specific technology needs and desired experiences.

This role will manage three Microsoft BD coworkers covering Education and collaborate with the CDW sales team and customers, including Account Managers, Presales, Solution Architects, Account Executives and other CDW Microsoft dedicated resources as well as Microsoft Education sales leadership. In addition to overall strategy, this role will be responsible for managing a current pipeline, as well as being the subject matter expert for Windows and Microsoft services in EDU and aligning services and solutions with product offerings, ultimately maximizing sales and profit for CDW.

Key Areas of Responsibility

The Manager of the Microsoft Customer Enablement team will be responsible for being the subject matter expert in Education for Windows devices and Microsoft services.

• Collaborate, align, and build a strategic plan across all Education and Microsoft focused teams within CDW to grow Microsoft services and Windows device revenue in Education.  This will include alignment with PPM, ITS, Marketing

Team Lead for K12 and Higher Education Microsoft BDMs:

• Hold Regular Pipeline Reviews with Microsoft BDMS

• Lead CDW Education sales, Microsoft Relationship with Key Microsoft Leaders and stakeholders

• Drive Sales Manager Alignment and strategic planning to execute on Microsoft Sales in each CDW Region

• Directly responsible for Microsoft Device and Solutions Sales Strategy in strategic growth markets

• Windows Roadmap Strategic Planning with OEM partners

• Execute on Windows Device Roadshow planning and follow up to drive Windows Device sales

• Hold regular strategic planning meetings with Microsoft stakeholders and CDW Sales leaders

• Clearly explain relevant facts, effectively distinguish Microsoft Windows and Solutions product and service offerings from competitors

• Collaboratively work with Account Managers, Account Executives, and Solution Architects nationwide to identify and facilitate opportunities

• Build strategic partner and OEM relationships to help CDW deliver an optimal customer experience around Windows and Microsoft Solutions.

• Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of Account Managers and Field Sellers

• Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools

• Help Sales and Marketing (territories and/or market segment) meet or exceed opportunity targets

• Offer product configuration / pricing / program assistance and present well-prepared, compelling cases to CDW’s Education customers for Microsoft solutions

• Increase attach of Microsoft Services, in the assigned geography, by articulating a strategy and solutions that meet customer's unique needs

• Additional responsibilities include contribute to MBR/QBRs including producing examples of customer wins/stories

Responsibilities

• Understand, prepare and present Microsoft technology stacks

• Lead customer conversations and training presentations

• Consistently build and deliver on account and opportunity pipeline

• Drive sales and profitability for a specific product line

• Follow-up on and qualify leads

• Generate new business opportunities to grow pipeline

• Identify key decision makers and manage the sales process

• Focus on driving Windows and Solutions services by understanding territory environment and providing a plan on how to get to best practice

Minimum Qualifications

• 7+ years of experience working in Windows or Microsoft Solutions

• 5+ years’ experience with strategic account planning a