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IT Security - Business Development Manager – North Central Regi in Chicago, IL at Westcon-Comstor

Date Posted: 8/23/2017

Job Snapshot

Job Description

Position Title: IT Security - Business Development Manager- North Central Region
Location: Downers Grove, IL

Purpose of the position:

As a Business Development Manager you will recruit and maintain top reseller customers for Westcon-Comstor, the industry's leading Security Solutions Distributor.

* Network Security Integrators/Resellers
* Systems Integrators
* VAR's

Support & Grow existing reseller sales territory by:

* Introducing New Technology to Reseller Customers
* Migrating Existing Technology with Reseller Customers
* Coaching & Refining Resellers Sales Effectiveness with End-Users
* Creating & Executing Joint Marketing Events & Activities
* Develop awareness of Westcon Services in the marketplace
* Identify new customers for potential product and service opportunities
* Create strategies to increase business with existing customers
* Manage a pipeline to achieve budgeted revenue stream.
* Key interactions
o External customer
* Develop strong relationships with relevant people within the customer base
o Internal Product/Services Managers :
* Providing and receiving information to support sales
o Internal Senior Management
* Business planning/strategy
* Escalation of relevant issues
* Market feedback
* Organization of customer visits to ensure management engagement
* Status on sales opportunities
o Internal Sales Support
* Ensure that customer support issues are being managed and resolved appropriately.
o Internal Marketing
* Proactive engagement of marketing staff to ensure timely, relevant marketing programs and materials for delivery to customer base
* Measures of Success/Metrics
o Achieve set revenue, GP targets, and channel targets
o Operating within established budget
o Revenue & Profit growth from targeted customers
o Achieve quarterly MBOs as set by management

Responsibilities and Duties
* Sales
o Partner with IT security sales staff to identify accounts that have growth potential.
o Interact with executives in the customer organization to learn about the customer's business and to strategize about Westcon opportunities and growth plans.
o Deliver customized presentations and communications to customers to share strategies for business growth
o Coordinate resources to bring into a customer account to grow Westcon business and/or to address customer concerns
o Coordinate all aspects of on-site, customer events (e.g., Westcon resources, customer availability, agenda, travel plans)

* Westcon Business Management
o Analyze and monitor the performance of the customer base to identify areas of opportunity and to preempt customer issues
- Understand the business relative to channel sales
o Understand the Westcon IT services offerings and be prepared to present the value proposition of each of our service offerings to customers
o Manage own territory / accounts and sales targets
o Stay current on marketing services that are available for customer accounts, and uncover new product and service opportunities within the customer accounts
o Support the marketing team in delivering appropriate marketing campaigns to the local customer base
o Interact with Westcon Product Management and Pro Service team to learn about new services, new vendors, and vendor promotions
o Report back to management on relevant market information

* Administrative/Self Development
o Develop a system to organize and track all account information
o Meet all reporting deadlines
o Attend all required internal and external meetings
o Attend all relevant Westcon and vendors' training, briefings and updates
o Develop thorough understanding of the Westcon offerings to be able to effectively support customers
* Other duties as requested

* 5+ years channel sales experience in the Technology industry with resellers
* Strong technology aptitude across a wide breadth of topics (Network Security, Voice, Data, LAN/WAN, WIFI, etc.)
* A refined sales methodology with demonstrable and effective telephone prospecting techniques
* Existing Cyber / Network Security vendor manufacturer relationships in the territory a Plus
o Experience with or certifications in Blue Coat-Symantec, Check Point, F5, FireEye, ForeScout, Palo Alto Networks.
* Existing Cyber / Security reseller relationships within the territory a Plus
* Exceptional presentation skills
* Advanced written communications skills with ability to create & refine customer agreements
* BS/BA in relevant field

Preferred Skills:

* Knowledge of Technology:
o Thorough knowledge of Westcon product portfolio and security service offerings
o Use advanced technology concepts to link Westcon's offering to solutions in the customer's business.
o IT data communications and networking
o General computer literacy

* Finance:
o Knowledge of and ability to accurately apply pricing, Gross Profit, discounts, margin calculations
* Business/Marketing:
o Principles of showing, promoting, and demonstrating IT products and services
o Understand business model of customer base
* Sales:
o Good understanding of the sales cycle
* Skills:
o Strategic Analysis
o Long-Range Planning
o Customer Focus
o Relationship Building
o High Impact Communication
o Decisiveness
o IT Industry/Company Knowledge
o Versatility and Resilience
o Leadership and Motivation
o Improving Performance

We offer:

* Progressive Compensation Package (base salary and commission)
* Healthcare Benefits (Medical, Dental, Vision and Prescription Drugs)
* 401k with Employer Match
* Paid Time Off
* Life Insurance and Disability Coverage
* On-Going Training & Development

Company Overview:
WestconGroup, Inc. is a value added distributor of category-leading unified communications & collaboration, IT network infrastructure, data center, and IT security solutions with a global network of specialty resellers. The company goes to market under the Comstor and Westcon brands. WestconGroup's teams are located in 70+ countries around the globe, create unique programs and provide exceptional support to accelerate the business of its global partners. Strong relationships enable partners to receive support tailored to their needs. From global logistics and flexible customized financing solutions to pre-sales, technical and engineering assistance, the company works with partners to respond with agility and speed to changing market conditions so they can achieve the fastest time to revenue. WestconGroup's portfolio of market- leading vendors includes: Cisco, Avaya, Polycom, Check Point, F5, Palo Alto and Blue Coat, among others.

Our employees are as important as our customers and we take pride in recognizing their outstanding talents and efforts.
Visit our website at for more information.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.