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
The Senior Account Executive (SAE) is a key player in driving sales and expanding CDW’s footprint within Enterprise and Major Accounts. This individual will leverage their expertise in strategic sales to scale solutions and services, focusing on key offerings such as Power Plays and Edge products. As an SAE you will need the selling agility to sell CDW Advanced Technology Solutions in key areas including Networking (UC, Wireless, and Contact Center), Advanced Server and Storage Solutions (Virtualization, Optimization), Microsoft, Security, Data Center and Services offerings.
Success in this role requires a blend of strong relationship-building capabilities and commercial acumen, with a particular focus on expanding the customer base and ensuring customer retention through tailored solutions. The SAE will collaborate closely with internal teams, including Marketing, Service Delivery, and Technology departments, to execute the sales strategy as CDW introduces new portfolio enhancements and products. The SAE will utilize large-scale programs to boost customer engagement, growing both the solution and service mix within their client base.
What you will do:
- Develop and execute sales plans to meet and exceed assigned revenue targets, while cultivating and maintaining relationships with senior and C-level decision-makers.
- Identify and anticipate client needs, proposing impactful solutions such as Power Plays, Edge products and solutions services to anticipate and meet the customer needs.
- Drive contract negotiations, ensuring pricing agreements are accurate, prompt, and executed with efficiency.
- Stay abreast of market trends, leveraging this knowledge to maintain CDW’s competitive edge.
- Engage customers with a consultative, solution-oriented approach to uncover new opportunities and drive growth.
- Actively contributes to a positive CDW team culture, fostering collaboration across departments to enhance CDW’s brand and sales initiatives.
- Build and nurture relationships with both internal and external stakeholders, ensuring seamless execution of sales strategies and business objectives.
- Maintain strong business acumen, monitoring performance measures and financial metrics, including book revenue and gross profit.
- Establish a criterion to prioritize accounts, evaluate the depth of customer relationships, assess the competitive advantages of winning each account, gauging the overall potential of an account, and striking a balance between allocating time for short-term gains and long-term impact.
- Develop a strategy for long-term success, creating an account objective, identifying measurable goals and contingency plans, aligning stakeholder values to offering and expanding opportunities in the account Customer Alignment & Buying Cycle
- Align the customer’s buying cycle, uncovering the interests of multiple stakeholders, actively pursuing closures at each stage of the buying cycle, assisting the customer in navigating through each stage, and ensuring the maintenance of continuous forward momentum to drive successful outcomes.
- Conveying value in the process of building strong client relationships, focusing on earning trust and credibility, validating mutual business understanding, defining affected priorities, engaging in discussions about the value of the offering, and establishing clear impact measurement metrics.
- Managing Stakeholders through stakeholder engagement, conducting research to comprehend the stakeholder's interests, addressing both their professional and personal concerns, striking a balance between stakeholder and seller interests, re-validating stakeholder interests, tailoring the value message to individual stakeholders, and collaboratively co-creating a solution are essential steps for building meaningful and successful relationships.
What we expect of you:
- A minimum of ten (10) years of direct selling experience in a high-tech, customer-facing sales environment.
- Bachelor’s degree in a STEM-related field, Business Administration, or equivalent practical experience
- In-depth understanding of key technologies, including but not limited to Cisco, Microsoft, IBM, EMC, and HP, as well as competitive equivalents.
- Exceptional verbal and written communication skills, with the ability to engage effectively with stakeholders at all levels.
- Proven sales expertise, with a demonstrated ability to meet targets and inspire enthusiasm in the sales process.
- Strong strategic planning, time management, and organizational skills, with a keen attention to detail.
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.
CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, CDW’s goal is to get to know you as an applicant and understand your experience, strengths, skills, and qualifications. While AI can help you present yourself more clearly and effectively, the essence of your application should be authentically yours. To learn more, please review CDW's AI Applicant Notice.
