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Description
At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW. Job Summary Manages the contract capture process from pre-RFP strategy development through award and launch
What you will do:
* Assembles capture and response teams for target contracts, securing buy-in from all necessary stakeholders and partnerships with key manufacturers and service partners.
* Works closely with procurement officials to influence the final shape of target RFP's.
* Develops and regularly updates formal capture plans, including but not limited to pricing strategy, partnering plan, and strategy to overcome identified obstacles, for target contracts.
* Mentors and counsels state captains, account managers, field account executives, sales managers, and proposal writers through the contract capture process.
* Formally transfers information and strategy to proposal writers for target contracts upon RFP release.
* Participates as a subject matter expert in conjunction with sales leaders throughout the proposal process.
* Tracks RFP progress toward the drop date and immediately mobilizes response team upon RFP release.
* Attends customer onsite meetings and industry days, as needed.
* Assists Program Management team with contract launch and sales team education for target contracts.
* Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA's, Teaming Agreements and Lockbox Agreements, prior to RFP release.
* Drives incremental revenue and profit growth through contract wins and strategic sales initiatives.
* Aligns with state and local sales teams to generate quarterly and annual strategic objectives.
* Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business.
* Creates tools, leveraging segment purchasing trend information, in order to assist the sales teams in closing sales.
* Responds to key RFI's, market research requests and other pre-RFP customer requests.
* Creates and maintains a contract pipeline master tracking mechanism.
* Participates in annual budget planning.
* Delivers contract capture technique trainings to various audiences.
* Assists in creating and checking compliance matrices for target contracts.
* Presents progress on and results of capture efforts to Sales Leaders on a quarterly basis.
* Secures/prepares certain proposal elements, such as past performance write-ups, in anticipation of RFP requirements.
* Schedules, prepares materials for, and leads black hat, purple and blue team meetings.
* Ensures CDW Small Business is positioned with the most competitive available pricing from partners.
* Maintains communication with CDW Services teams around contract targets. Assist in launching and executing all elements of the monthly cloud billing reporting process. Examine and refine monthly invoicing reports to meet contractual obligations for public sector clientele. Ensure that percentage rates and markups are precise and check for billing accuracy. Regularly collaborate with Sales, Accounts Payable, and Accounts Receivable teams
What we expect of you:
* Bachelor's Degree
* 3 years relevant experience in Sales, Proposals or related field
* Demonstrated track record of success in Public Cloud (AWS, Google and Azure); some cloud knowledge preferred
* Exceptional strategic thinking ability
* Excellent verbal and written communication skills and the ability to communicate effectively and in a constructive manner with customers, coworkers, management and executives
* Strong problem solving skills with demonstrated ability to find solutions while working independently
* Demonstrated track record of success in strategic sales experience working with cloud technologies Google Cloud Platform, AWS and Azure. Foundational certificate or higher in all 3 preferred (or working to get)
* Ability and willingness to travel up to 25% or as needed to other CDW locations, meeting and client sites
* Two years contract capture experience
* Experience with IT Sales
* Wide network of IT manufacturer contacts
* Applicable Sales segment and/or market contracts background Pay range: $59,500 - $79,100 depending on experience and skill set Annual bonus target of 42.86% subject to terms and conditions of plan Benefits overview: https://cdw.benefit-info.com/ Salary ranges may be subject to geographic differentials
* We make technology work so people can do great things.
* 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 helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive. CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.
At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW. Job Summary Manages the contract capture process from pre-RFP strategy development through award and launch
What you will do:
* Assembles capture and response teams for target contracts, securing buy-in from all necessary stakeholders and partnerships with key manufacturers and service partners.
* Works closely with procurement officials to influence the final shape of target RFP's.
* Develops and regularly updates formal capture plans, including but not limited to pricing strategy, partnering plan, and strategy to overcome identified obstacles, for target contracts.
* Mentors and counsels state captains, account managers, field account executives, sales managers, and proposal writers through the contract capture process.
* Formally transfers information and strategy to proposal writers for target contracts upon RFP release.
* Participates as a subject matter expert in conjunction with sales leaders throughout the proposal process.
* Tracks RFP progress toward the drop date and immediately mobilizes response team upon RFP release.
* Attends customer onsite meetings and industry days, as needed.
* Assists Program Management team with contract launch and sales team education for target contracts.
* Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA's, Teaming Agreements and Lockbox Agreements, prior to RFP release.
* Drives incremental revenue and profit growth through contract wins and strategic sales initiatives.
* Aligns with state and local sales teams to generate quarterly and annual strategic objectives.
* Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business.
* Creates tools, leveraging segment purchasing trend information, in order to assist the sales teams in closing sales.
* Responds to key RFI's, market research requests and other pre-RFP customer requests.
* Creates and maintains a contract pipeline master tracking mechanism.
* Participates in annual budget planning.
* Delivers contract capture technique trainings to various audiences.
* Assists in creating and checking compliance matrices for target contracts.
* Presents progress on and results of capture efforts to Sales Leaders on a quarterly basis.
* Secures/prepares certain proposal elements, such as past performance write-ups, in anticipation of RFP requirements.
* Schedules, prepares materials for, and leads black hat, purple and blue team meetings.
* Ensures CDW Small Business is positioned with the most competitive available pricing from partners.
* Maintains communication with CDW Services teams around contract targets. Assist in launching and executing all elements of the monthly cloud billing reporting process. Examine and refine monthly invoicing reports to meet contractual obligations for public sector clientele. Ensure that percentage rates and markups are precise and check for billing accuracy. Regularly collaborate with Sales, Accounts Payable, and Accounts Receivable teams
What we expect of you:
* Bachelor's Degree
* 3 years relevant experience in Sales, Proposals or related field
* Demonstrated track record of success in Public Cloud (AWS, Google and Azure); some cloud knowledge preferred
* Exceptional strategic thinking ability
* Excellent verbal and written communication skills and the ability to communicate effectively and in a constructive manner with customers, coworkers, management and executives
* Strong problem solving skills with demonstrated ability to find solutions while working independently
* Demonstrated track record of success in strategic sales experience working with cloud technologies Google Cloud Platform, AWS and Azure. Foundational certificate or higher in all 3 preferred (or working to get)
* Ability and willingness to travel up to 25% or as needed to other CDW locations, meeting and client sites
* Two years contract capture experience
* Experience with IT Sales
* Wide network of IT manufacturer contacts
* Applicable Sales segment and/or market contracts background Pay range: $59,500 - $79,100 depending on experience and skill set Annual bonus target of 42.86% subject to terms and conditions of plan Benefits overview: https://cdw.benefit-info.com/ Salary ranges may be subject to geographic differentials
* We make technology work so people can do great things.
* 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 helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive. CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.
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