CDW Strategic Account Executive in Seattle, Washington

Job Description

The Strategic Account Executive is responsible for driving profitable revenue growth in a targeted book of CDW white space accounts. As a experienced technology sales professional, this individual will develop high level relationships to serve as a trusted advisor and understand technology’s role in driving customer business outcomes.

_ Key Areas of Responsibility_

  • Drive profitable revenue growth for target accounts in partnership with inside sales support

  • Provide in-depth customer technology roadmap and collaboratively work with inside Account Manager to uncover new sales opportunities

  • Develop partnerships with Vendor Field Sales Representatives and optimize the joint selling opportunities within the territory

  • Build market awareness of CDW through participation in local/regional industry events, organizations and affiliations

_ Responsibilities_

  • Develop product knowledge and sales skills by participation in ongoing product and skill training opportunities provided by CDW and outside sources. In addition to training, Strategic Account Executives will be expected to perform the following:

o Sales goal achievement

o Build customer loyalty

o Category penetration

o Account contact development

o Solution selling

  • Develop solid business relationships within the various decision-makers and influencers at all levels at each target account

  • Understand each target customer’s business model, map their organization and identify their unique technology needs

  • Engage local vendor field representatives, collaborating on sales efforts and partnerships with target accounts including uncovering new account opportunities

  • In collaboration with the CDW inside Account Manager; develop, document and execute account penetration strategies for assigned target accounts

  • Identify new lines of business within target accounts and introduce the CDW value proposition to key decision makers

  • Work with Sales Managers and develop relationships with service partners within the territory

  • Collaborate with sales and technical resources (pre-sales/delivery) to drive customer engagements

  • Use quarterly forecasting and pipeline management to manage sales growth

  • Develop and utilize professional account management tools and follow up procedures

  • Provide consistent and timely follow up communication and action steps after every sales call

  • Collaborate on sales strategies, discuss account trends, advise changes within accounts and coordinate quotes and sales opportunities with Account Managers on an as-needed and weekly basis

  • Qualifications*

Minimum Qualifications

  • Bachelor’s Degree

  • 7+ years experience in technology sales

  • 3+ years experience in field customer facing sales

  • Prior experience selling technology hardware or software products

  • Prior experience selling complex technical solutions

_ Other Required Qualifications_

  • Excellent Communication skills

  • Strong presentation skills

_ Preferred Qualifications_

  • Experience in hardware or software technology sales

  • Experience selling complex technical solutions

  • Cisco, EMC, Microsoft, HP and IBM Sales Certifications

  • Prior experience selling advance technology solutions for Cisco, IBM, Microsoft, HP or EMC

  • Experience selling within Commercial budget and procurement cycles

  • Experience selling Managed Services

CDW is an equal opportunity employer. Employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, veteran status, or other characteristics protected by law.

Strategic Account Executive WA-Seattle 17000909