CDW

Account Executive, Southwest Region

CDW

full-time

Posted on:

Location Type: Hybrid

Location: Virtual • Arizona • California • United States

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Salary

💰 $40,000 - $56,000 per year

About the role

  • 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
  • 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.

Requirements

  • A minimum of 3-5 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
  • Health insurance
  • Competitive salary
  • Flexible work arrangements
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales strategiesconsultative sales techniquesaccount strategydiscovery conversationsstakeholder managementcross-sellingstrategic alignmentsuccess metricscustomer engagementtarget achievement
Soft Skills
relationship buildingactive listeningcommunication skillsorganizational skillstime managementstrategic planningattention to detailcollaborationcredibilitycustomer-centric approach