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Business Development Manager - Services and Software in Louisville, CO at Westcon-Comstor

Date Posted: 2/20/2018

Job Snapshot

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Job Description

Business Development Manager, Cisco Services
Louisville, Colorado

The purpose of this role is to develop awareness of Westcon Services in the marketplace, identify new customers for potential service opportunities, create strategies to increase business with existing customers and manage a pipeline to achieve budgeted revenue stream.

* Key interactions: External customer and Security vendors
* Develop strong relationships with relevant people within the customer base
Internal Product/Services Managers:
* Providing and receiving information to support services sales
Internal Senior Management:
* Business planning/strategy
* Escalation of relevant issues
* Market feedback
* Organization of customer visits to ensure senior management engagement
* Status on service sales opportunities: Internal Sales Support
* Ensure that customer support issues are being managed and resolved appropriately.
Internal Marketing
* Proactive engagement of marketing staff to ensure timely, relevant marketing programs and materials for delivery to customer base
* Measures of Success/Metrics
* Achieve set GP targets
* Operating within established budget
* Revenue and GP margin growth from targeted customers
* Achieve quarterly MBOs as set by management

Responsibilities and Duties:


* Partner with data security sales staff to identify accounts that have services growth potential.
* Interact with executives in the customer organization to learn about the customer's business and to strategize about Westcon service opportunities and growth plans.
* Deliver customized presentations and communications to customers to share strategies for business growth
* Coordinates resources to bring into a customer account to grow Westcon business and/or to address customer concerns
* Coordinate all aspects of on-site, customer events (e.g., Westcon resources, customer availability, agenda, travel plans)
Westcon Business Management
* Analyze and monitor the performance of the customer base to identify areas of opportunity and to preempt customer issues
* Understand the services business relative to channel sales
* Understand the Westcon services offerings and be prepared to present the value proposition of each of our service offerings to customers
* Manage own territory and sales targets
* Stay current on marketing services that are available for customer accounts, and uncover new service opportunities within the customer accounts and with the security vendors
* Support the marketing team in delivering appropriate marketing campaigns to the local customer base
* Interact with Service Director to learn about new services, new vendors, and vendor promotions
* Report back to management on relevant market information
Administrative/Self Development
* Develop a system to organize and track all account information
* Meet all reporting deadlines
* Attend all required internal and external meetings
* Attend all relevant Westcon and vendors' service briefings and updates
* Develop thorough understanding of the Westcon service offerings to be able to effectively support customers
* Other duties as requested


Knowledge Technology:

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


* Knowledge of and ability to accurately apply pricing, Gross Profit, discounts, margin calculations, and ROI calculations


* Principles of showing, promoting, and demonstrating Westcon services and the associated value proposition of those services
* Understand business model of customer base and channel enablement


* Good understanding of the sales cycle


* The ability to drive business outcomes
* Strategic Analysis
* Long-Range Planning
* Customer Focus
* Relationship Building


* Bachelor's Degree Preferred


* 3-5 Years Technology Sales
* 1-3 Years Cisco Services Preferred

WestconGroup, Inc. is a value added Information Technology distributor of category-leading unified communications & collaboration technology, network infrastructure, data center, data/telecom and IT/Data & Network 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 or to apply on our Career Page.
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.


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