Account Executive

CDW LLC • Cleveland, OH • 4h ago

Description

Job Summary

CDW is seeking an Account Executive (AE), to work in cross functional teams. This mid-level position is responsible for driving sales in a specialized portfolio of clients. You must possess a high need to collaborate with internal and external stakeholders. The AE demands strong account management skills, including Supplier Diversity, RFx, VPAs, EDI/Epro. Working as an AE you will demonstrate a deep understanding of CDW's technology solutions and a consultative approach to sales. As an AE you are expected to not only drive new business, but also expand and deepen relationships with existing clients by offering strategic, customized solutions. The AE will collaborate closely with internal stakeholders, including marketing, product teams, and delivery managers, to tailor solutions that align with clients' business objectives.

What you will do:

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.

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

CDW LLC

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