Note: The job is a remote job and is open to candidates in USA. CDW is a technology solutions provider serving business, government, education, and healthcare organizations. The Account Executive drives revenue growth across a specialized client portfolio by developing sales strategies, managing customer relationships, and providing consultative technology solutions. The role also involves account planning, discovery, buying-cycle guidance, value communication, and stakeholder management.
Responsibilities
- Develop and execute sales strategies to drive revenue growth and expand the client base, focusing on both new and existing accounts
- Cultivate and maintain strong relationships with key decision-makers within customer organizations, often at the senior and C-level
- Leverage consultative sales techniques to assess client needs and propose comprehensive solutions, including cross-selling CDW’s products and services
- Prioritizing Accounts and Opportunities: Independently assess our book of business using key criteria such as customer potential, competitive advantage, relationship depth, and strategic alignment. Work with sales leadership to balance short-term targets with long-term growth potential, identifying underpenetrated areas within key accounts
- Developing an Account Strategy: Execute account strategies by setting clear objectives, aligning with customer priorities, and identifying tactical plays. Collaborate with solution architects and principal AEs to develop scalable plans that anticipate risk and include measurable success metrics
- Time-Constrained Discovery: Lead discovery conversations by identifying key business needs, defining success criteria, and gathering relevant insights. Must articulate the value of discovery, actively listening to the stakeholder's input, and respecting time constraints to ensure productive and respectful interactions
- Aligning to the Customer’s Buying Cycle: Guide your customers through the buying cycle by understanding internal processes, and timeline constraints, augmenting your approach as needed. As a consultant, you will maintain forward momentum while addressing risks and objections collaboratively
- Conveying Value: Build credibility through subject matter knowledge, account insight, and personalized solution positioning. Be able to connect customer centric outcomes with CDW’s capabilities. Validate mutual business understanding, defining affected priorities, engaging in discussions about the value of the offering, and establishing clear impact measurement metrics
- Managing Stakeholders: Proactively engage across organizations. Tailor your communications based on role, and responsibility while balancing 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
Skills
- A minimum of 2-5 years of direct selling experience in a customer-facing sales environment
- Bachelor's degree in a STEM-related field, Business Administration, or equivalent practical experience
- General 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
Benefits
- Annual bonus target of 150% subject to terms and conditions of plan
- Remote work arrangement
Company Overview