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About the Role
CDW's Solution Sales organisation collaborates with sales to deliver high-value outcomes and experiences to customers across various Solution Areas. This role focuses on being a result-driven sales overlay resource for the Data & AI portfolio, creating and executing business plans to meet targets for data modernization, governance, and AI adoption. The primary purpose is to add significant value by improving customers' data estates for AI, leading sales engagements from start to finish, and promoting CDW's Data & AI solutions and services.
Responsibilities
- Engage proactively with customers to understand business challenges and position tailored Data & AI solutions.
- Qualify and lead initial business discussions, establishing current data estate status and necessary changes for AI value.
- Lead the 'data readiness for AI' conversation, articulating prerequisites for AI adoption and converting into a commercial roadmap.
- Scope and sell data discovery, profiling, and AI-readiness assessments as an entry point to broader transformation.
- Prepare and present compelling proposals, business cases, and pitches, including ROI and value cases.
- Handle objections, negotiate, and close sales.
- Achieve and exceed sales targets while maintaining high customer satisfaction.
- Act as the subject matter expert for Data & AI solutions.
- Establish new relationships internally and externally to drive performance goals.
- Build and maintain strong relationships with Microsoft and other Data & AI vendors.
- Partner with internal CDW Sales and Specialist teams to identify new opportunities.
- Build strong relationships with the Account Management team and work proactively with them.
- Identify client needs and propose end-to-end solutions.
- Ensure proposed solutions reflect UK data protection, sovereignty, residency, and regulatory requirements.
- Support bid teams with subject matter expertise.
- Own opportunities, including CRM hygiene and accurate forecasting.
- Stay updated on industry trends and emerging technologies, maintaining relevant certifications.
- Contribute to customer education through workshops, envisioning sessions, webinars, and events.
Requirements
- Demonstrable knowledge of the Data & AI landscape, including modern data platforms, data engineering, integration, and analytics.
- Knowledge of data governance, data quality, and data management disciplines.
- Understanding of what makes a data estate 'AI-ready'.
- Knowledge of applied AI and its commercial application.
- Working knowledge of the UK regulatory and compliance environment for data and AI.
- Knowledge of UK public sector routes to market and procurement frameworks.
- Knowledge of a structured sales process.
- Knowledge of different customer personas.
- Knowledge of consumption and annuity commercial models.
- Demonstrable experience in delivering successful sales growth performance.
- Experience selling data and/or AI services in the UK market.
- Experience of working in sales environments and contributing to sales proposals, bid responses, and customer meetings.
- Experience in building positive working relationships with internal and external customers, including vendor and partner field teams.
- Experience in working with IT and data strategic decision makers.
- Experience translating technical data concepts into business outcomes and commercial value.
Skills
- Sales hunter skills in building/closing pipeline.
- Active listening.
- Consultative discovery.
- Proposal writing and pitch delivery.
- Cross-functional collaboration.
- Constructive challenging.
- Strategic and critical thinking.
- Proactive relationship building.
- Commercial acumen.
- Trusted advisor credibility.
- Sales forecasting.
- Stakeholder management.
- Continuous learning.
About the Company
- CDW is a Fortune 500 technology solutions provider helping organizations achieve their goals through technology.
- CDW fosters a collaborative environment where coworkers act as one, building trust and working together.
- CDW emphasizes playing to win, focusing on priorities and delivering for customers.
- CDW encourages forward-thinking, curiosity, continuous learning, and a supportive culture.
- CDW acts as a full-stack, full-lifecycle technology partner with deep expertise and strong relationships.
- CDW is committed to being an AI-fluent organization, encouraging curiosity, a learner's mindset, and responsible AI integration.
- CDW is committed to an equitable, transparent, and respectful hiring process.
Equal Opportunity
- CDW is an equal opportunity employer.
- All qualified applicants will receive consideration for employment without regard 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.