Enterprise Solution Advisor – Cisco Softwareat CDW Careers

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Job ID: 18001681
Updated: Nov 12, 2018
Location: Los Angeles, CA, United States

The Enterprise Software Advisor (ESA) is a hybrid inside/outside sales role within the S3 Cisco Software team responsible for the ongoing management and support of new and existing sales of Cisco software annuity and Enterprise Agreements (EA). The ESA is responsible for providing licensing expertise, solution and services selling, sales recommendations, and proactive and ongoing sales support for customers and CDW sales teams. The ESA is responsible for developing and managing relationships with their regional Cisco sales team members and software product support specialists (PSS). The ESA team will also be responsible for assisting with licensing products associated with their customers.


Key Areas of Responsibility

  • Manage and achieve all individual and team revenue, gross profit sales goals for the segment
  • Responsible for tracking and ensuring all steps in the CDW Contract Management methodology for software agreements are followed.
  • Assist in identifying and driving up-sell and additional product opportunities.
  • Participate in proactive campaigns focused on driving upsell goals.
  • Partner with Solutions Architects, Customer Success Managers, and Licensing Administrators to add value to mutual customers and capture a greater share of software purchases.
  • Drive net new Cisco contracts and sales.
  • Respond to email, phone inquiries, and local on-site meeting requests from Account Managers and Account Executives.
  • Manage Cisco incentive programs and Net New deal registrations.
  • Participate in conference calls and local meetings with customers to explain and help determine the best licensing program for their needs including Cost Analysis comparisons.
  • Manage local client software business, including Quarterly Briefings, detailed software trending analysis, and technology briefings.
  • Prepare Cisco contracts on behalf of the customer and teach the specifics of the contractual requirements.
  • Provide guidance to sales on quotes and opportunity pricing.
  • Research Cisco licensing questions and agreement changes.
  • Develop relationships with the Cisco sales team in their assigned segment.
  • Educate the CDW/CDWG Account Managers and Sales teams to promote Cisco sales in their region. This includes specifics of the licensing and services offerings, how to leverage Cisco programs with their customers, and how to provide up-sell opportunities and incentives.
  • Efficient in Executive Level Presentations with Enterprise, Commercial, and Select customers
  • New acquisition of new enterprise agreement and annuity contracts
  • Manage field and inside sales relationships who own Enterprise Agreements with CDW
  • Proficient in proactively updating CDW executive management on status of top Cisco accounts
  • Provide product and licensing expertise proactively and ongoing to CDW sellers and their customers’ Enterprise agreements
  • Research Cisco Licensing agreement changes to better inform customers and account managers on a proactive basis
  • Participate in proactive sales campaigns to grow sales
  • Help in identifying upsell / cross-sell opportunities to better penetrate the EA account base and increase sales
  • Respond to email or phone inquiries from sales coworkers and customers


  • Travel required for on-premises client meetings up to 30%
  • Effective Pipeline/Forecast Management Skills


Minimum Qualifications

  • Associates Degree in business related field
  • Candidate must have core knowledge of Cisco Enterprise Agreement Licensing, Annuity Licensing, Product and Sales Operations expertise and the ability to convey this knowledge to our customers and account managers
  • Three-Five year minimum experience in inside sales or field sales with emphasis on Cisco solutions

Other Required Qualifications

  • Excellent communication skills with customers, Account Managers and Cisco organization
  • Outstanding licensing, negotiation and closing skills
  • Strong presentation skills
  • Proven track record in developing and maintaining strong customer relationships
  • Proven customer facing ability
  • Excellent multitasking capabilities in a fast paced environment
  • Strong organization and time management skills
  • Proven ability to exceed sales quotas on a regular basis

Preferred Qualifications

  • Bachelor’s Degree or equivalent experience
  • Previous experience with Cisco EA Workspace and/or smart account portals
Job Category: Technical Sales
Job Type: Full-Time
Travel Percentage: 25%

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