The Business Development Senior Strategist develops and executes upon strategic plans to expand and enhance business opportunities within select agencies or accounts within the assigned business segment--DOD. This individual generates new business through various business development activities including identifying and strategically targeting contracts (BPAs, IDIQs, et al), mentoring inside sales and field sales teams prospecting, networking and building executive-level relationships in targeted agencies and their relevant system integration partners. Business Development Strategist acts as a mentor for junior members of the team and serves as escalation point.
Key Areas of Responsibility
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 Sales Leaders on a monthly basis
Develops relationships with teaming partners 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 large program 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 the company including inside sales teams, field sales, sales management, program management, finance, counsel, services team, solution architects, etc.
Identifies potential business partners (OEM’s, Primes, Subcontractors, etc.).
Participates as a subject matter expert in conjunction with sales leaders 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, for target agencies and programs
Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA’s and Teaming Agreements prior to RFP release.
Negotiates advantageous workshare for CDW-G
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 pricing or appointment to contracts
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 planning sessions
Articulates value proposition to partners and customers
Education and/or Experience Qualifications
Minimum 5 years’ experience in business development/sales role in technology field
Minimum 7 years’ experience selling to DOD clients
Other Required Qualifications
Strong understanding of the DOD market
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
Excellent presentation skills
Highly organized with the ability to coordinate and orchestrate cross-functional teams
Strong analytical and planning skills and creative thinking
Demonstrated collaboration behavior with excellent facilitation and negotiation skills
Strong problem solving skills with demonstrated ability to find solutions while working independently.
Must be able to communicate effectively and in a constructive manner with management, peers and coworkers.
Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility
Travel 25% or more
1 year of experience working on large contract pursuits
3+ years management experience in DOD
Senior Business Development Strategist (DOD)