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Federal Program Based Accounts Managerat CDW Careers

Job ID: 
Focus Area: 
Business Development
Remote, Remote
Remote Type: 

Role Overview

The Federal Program Based Accounts Manager is responsible for accelerating growth in the Federal market, focusing on the largest customers’ strategy and engagement.  This individual will play a hybrid consultative and tactical role, leveraging the knowledge of CDW-G’s solutions and offerings, to align with the customer’s business priorities and position CDW-G as a preferred partner.  The Federal Program Based Accounts Manager will gain the customer intimacy by demonstrating the full resources and capabilities that we can deploy to help them achieve their mission.  

Key Areas of Responsibility

·       Create Federal Program Based Account strategy, tools, resources, and processes to increase customer relevancy and deliver sales growth within Federal program-based accounts.  Focus on strategic planning, competitive assessment, development and implementation of strategic plans, and customer/business acquisition strategies.  Advise sales leadership on the strength of the account team, resources needed to earn the customer, and changes that need to be made in sales coverage.  Work closely with ITS to prioritize technical resources for service delivery.


·       Federal Program Based Account Strategy

·       Directly responsible for the engagement and pursuit of 9-12 Federal Program Based accounts, as defined with Federal sales directors & VPs

·       Gain access to key customer decision makers (D and C level)

·       Build strategic customer relationships for long-term partnerships

·       Help shape market opportunities (customer, partner and industry leaders)

·       Identify and develop key partner relationships (OEM, service partners, diverse business partners)

·       Understand the customer’s budget, funding streams, and how the political landscape impacts the customer

·       Federal Program Based Accounts and projects

·       Discovery of C-Level clients’ business needs through research & customer engagement

·       Educate C-level on CDW-G’s capabilities, resources, and past performance around their strategic initiatives

·       Apply project management techniques for successful delivery

·       Uncover the areas of the business where CDW-G has the greatest opportunity to add value and win.  This includes department/agency white space analysis, propensity to invest in specific solutions, partner engagement strategy, and specific services/solutions needed

·       Demonstrate advanced insights and understanding of customer’s business/industry.

·       Work closely with multiple stakeholders at the customer to influence the final requirements of the target opportunity, including executives, program leads, project leads, technical experts and procurement

·       Understand customer’s business requirements such as small/diverse business preference, digital integration, sustainability, procurement law, and corporate & social responsibility policy

·       Develop a multi-year strategic account plan with milestones and metrics; including Professional Services strategy


·       Leverage internal CDW expertise and relationships to provide superior customer experience

·       Influence and Interface with cross functional teams to help accelerate Federal Program Based Account sales strategies

·       Align with sales, leadership, and partner teams to present a unified front and represent a single vision for our Federal Program Based accounts

·       Advocate customer needs/issues cross-departmentally.  Get the right attention, with the right resources, to provide a superior customer experience

·       Serve as the single point of contact for critical customer issues.  Escalate internally/externally and provide clear, frequent communication to the customer   

·       Act as the voice of the customer.  Provide feedback to sales, operations, ITS, digital integration, and channel teams to drive continuous improvement


·       Integrate deep technical, business, and procurement expertise into a comprehensive, customer focused experience.

·       Have a sound understanding of Federal Program Based Account procurement processes, contracts, regulations, operations and sustainment services

·       Be an expert in the city/county/state where the Federal Program Based account is located

·       Participate in select public sector/industry associations briefings 

·       Understand customer requirements & CDW-G’s capabilities around digital integration, supplier diversity, sustainability, and corporate & social responsibility


·       Transform Strategy into tactical and operational objectives

·       Work with clients to establish goals, or other key performance indicators.  Measure performance and build a plan to help the customer achieve their goals

·       Engage with customer executives (and other influential stakeholders) to identify, define, track and measure the overall impact of CDW-G’s solutions to organizational goals

·       Ensure customer creates value through defining and achieving business outcomes


  • College degree or equivalent industry experience.  
  • 5+ years of customer-facing sales/marketing/business development experience in Federal sales. 
  • 3+ years of sales people management experience
  • Strong customer-facing skills, with a history of building solid relationships with C-Level Executives in IT and Procurement
  •  Proven success record of implementing Federal technology services and solutions
  • Experience in positioning technology-related solutions, including services, to Federal entities
  •  Must have demonstrated knowledge and background in contracts and e-Procurement solutions for Federal customers
  •  Knowledge of government procurement budgets and procurement cycles
  • Excellent communication skills (written and verbal), detail oriented, effective interpersonal skills, an energetic and enthusiastic individual. 
  •  Ability to build strong relationships both within one’s own organization, as well as with suppliers and customers
  • Strong presentation skills, both in person and via tele/video conference.
  • Must be a self-starter and able to meet and exceed expectations with limited supervision
  •  Motivated by achievement, challenge, competition, and being part of a winning team
  • Strong analytical skills to collect information and problem solve for business needs
  • Is a passionate learner who demonstrates continuous learning by proactively expanding technical depth in products, solutions, and services
  • Operates with the perspective and insight that the business needs
  • History of success in team selling
Date Posted: May 06, 2024
Job Category: Sales
People Leader v. Individual Contributor: People Leader
Travel Percentage: 0
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