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Business Development Manager - Data Center (Fulton, MD/ Reston VA.) in Fulton, MD at Presidio, Inc.

Date Posted: 3/27/2019

Job Snapshot

Job Description

Presidio is a leading North American IT solutions provider focused on Digital Infrastructure, Cloud and Security solutions to create agile, secure infrastructure platforms for middle-market customers. We deliver this technology expertise through a full life cycle model of professional, managed, and support services including strategy, consulting, implementation and design. By taking the time to deeply understand how our clients define success, we help them harness technology advances, simplify IT complexity and optimize their environments today while enabling future applications, user experiences, and revenue models. As of June 30, 2018, we serve approximately 8,000 middle-market, large, and government organizations across a diverse range of industries. Approximately 2,900 Presidio professionals, including more than 1,600 technical engineers, are based in 60+ offices across the United States in a unique, local delivery model combined with the national scale of a $2.8 billion dollar industry leader. We are passionate about driving results for our clients and delivering the highest quality of service in the industry. Presidio is majority owned by affiliates of investment funds managed by affiliates of Apollo Global Management, LLC (NYSE:APO).

We are seeking a Data Center Business Development Manager (BDM) to join our growing team.  The successful individual must possess a deep understanding of “data center” technologies including, but not limited to converged infrastructure; file and block data storage; server, desktop, and network virtualization; backup and recovery, disaster recovery and business continuity; and data security. The Data Center BDM will work directly with customers, Presidio core account teams as an overlay specialist, and with strategic OEM partners to align technology solutions with business needs, functionally and financially justify the solutions, provide customer support through the sales, deployment, and ongoing operational lifecycle of the solution.

This role requires strong data center sales experience and industry knowledge, a solid understanding of business and operational needs, and preferably experience in both strategic and implementation consulting. This individual should possess the ability to call on senior business executives (CEO, COO, CIO, VP) and possess a proven track record in successfully managing and closing complex service sales in challenging and large enterprise accounts. An ideal candidate will network with existing industry contacts or be able to build these contacts. A successful sales track record with DELL/EMC, VMWare, or Cisco in a data center-centric role is highly preferred.

The position will directly, or collaboratively with the core Presidio account team, assist in the identification and qualification of sales opportunities and work with appropriate a Solutions Architect(s) and Account Managers to develop and deliver the final proposed solution.

This role will also drive data center sales and delivery strategies. The candidate in this position will integrate across the organization with strategy leadership, Account Executives, Regional Vice Presidents, Services and Technical Sales Specialists. Accordingly the ability to work effectively in a team setting and manage multiple large opportunities is critical.


Sales Execution (directly or in conjunction with core account teams)

  • Executes sales strategy by identifying customer needs and selling the appropriate products and company services.
  • Maintains a targeted understanding of customers’ business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business.
  • Meets or exceed annual sales top line revenue and margin goals as defined by management.

Account Management (directly or in conjunction with core account teams)

  • Manages individual sales objectives to include sales orders and billing activities
  • Provides ongoing account management including, updating account information in company systems and resolving customer satisfaction issues
  • Develop and grow relationships with strategic OEM’s
  • Works with inside sales team to ensure that quotes are provided and order requests are processed accurately.
  • Works with engineering team to accurately scope projects.

Planning & Presentation (directly or in conjunction with core account teams).

  • Adhere to sales process including but not limited to pipeline development and accurate forecasting via internal tools.
  • Attends weekly Sales Commit calls and achieve weekly commitments.
  • Submits presales service requests and attends presales conference calls. Performs extensive proposal writing and prepares sales information for customers.
  • Attend trade shows, marketing events, and performs continuous marketing efforts to new and existing customers.
  • Participate in weekly sales calls with sales team and management to communicate weekly sales and profit objectives.
  • Participate in on-going sales training to ensure satisfactory performance, improve sales skills, stay abreast on emerging technologies, and maintains manufacturer sales certifications.
  • Promote company culture and ethics and establishes name recognition.
  • Work in a team environment to enhance all aspects of the sales strategy.
  • Mentor and lead new hires in market.
  • Participate in company efforts to improve the quality of sales organization.

Required Skills:

  • Bachelor’s degree or equivalent experience and/or military experience.
    • A Master’s degree in Business, Marketing, or Economics preferred.
  • Ability and willingness to travel up to 25% percent of the time is required.
  • Knowledge of sales and marketing techniques and principles.
  • Knowledge of administration and management principles, specifically in planning and resource allocation.
  • Strong customer service skills and service orientation focus.
  • Effective active learning and listening skills.
  • Critical thinking, judgment, and decision-making skills.
  • Strong monitoring and time management skills.
  • Excellent interpersonal and persuasion skills.
  • Excellent public speaking and presentation skills.
  • Ability to solve problems using deductive and inductive reasoning.
  • Excellent oral and written communication and expression skills.
  • Ability to sensitize and forecast problem areas.
  • Ability to work closely and effectively with members across departments and at all levels of the organization.


Presidio, Inc. is an Equal Opportunity/Affirmative Action Employer/ VEVRAA Federal Contractor.  All qualified candidates will receive consideration for this position regardless of race, color, creed, religion, national origin, age, sex, citizenship, ethnicity, veteran status, marital status, disability, or any other characteristic protected by applicable federal, state and local statutes, regulations and ordinances.

To read more about employment discrimination protections under federal law, please visit:

If you have any difficulty using our online system and need an accommodation in the job application process due to a disability, please send an email to for assistance.

Presidio, Inc. is a VEVRAA Federal Contractor requesting priority referrals of protected veterans for its openings.  State Employment Services; please provide priority referrals to

RECRUITMENT AGENCIES PLEASE NOTE: Presidio has a strict PSL in place and will only accept applications from agencies/business partners that have been invited to work on this role through the Presidio portal.  Candidate Resumes/CV's not submitted through the Presidio portal or submitted directly to Hiring Managers will be considered unsolicited and will be treated as gifts and no fee will be payable. Thank you for your cooperation.