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Software Solutions Executiveat CDW Careers

Job ID: 18001941
Updated: Nov 02, 2018
Location: Cherry Hill, NJ, United States

The Software Solutions Executive is responsible for identifying and closing new software and services opportunities into CDW mid-market and enterprise accounts. This position will require presenting CDW’s software solution capabilities through customer-facing meetings, CDW hosted events, and selected software partner events.

 

Key Areas of Responsibility

  • Achieve all assigned revenue, services and gross profit goals including penetration and consumption metrics
  • Collaborate with CDW Field Account Executives and Account Managers to identify and close software and services opportunities
  • Engage with Software Partner Sales teams to identify and close software and services engagements. This includes strategic planning, forecasting, marketing events, and account penetration strategies.
  • Present the CDW Software and Solutions Value Proposition to potential customers and partners to educate all customers on the robustness of our total software offerings
  • Proactively manage the client software business, including Quarterly Briefings, detailed software trending analysis, and technology briefings
  • Provide analysis and recommendations to C level executives on their software infrastructure and how to maximize software spend through the appropriate licensing program and vendor selections
  • Subject Matter Expert for all Microsoft licensing solutions and service offerings
  • Proactively focus on incremental growth of software business within each customer, including increasing overall software penetration within a customer’s budget.
  • Follow up and close pending software solution sales opportunities
  • Provide accurate weekly, monthly and quarterly forecasts to management including updating CDW’s software pipeline and CRM tool
  • Build and maintain relationships with inside and field-based software partner Account Teams
  • Participate in Red Carpet Executive Briefing presentations for existing and potential customers
  • Maintain knowledge of Software Licensing programs, Software Asset Management and contract terms and conditions by staying up to date with vendor-specific licensing certifications through participation in ongoing training
  • Build and deliver training sessions to CDW Account Executives’ and Account Managers to increase understanding of the CDW software value proposition and drive incremental software business
  • Proactively notify customers of relevant software licensing changes and developments
  • Effectively collaborate with team members within Software Solutions practice

 

Responsibilities

 

Software Sales

  • Target accounts of 200+ seats with a low percentage of software spend
  • Recommend best software licensing solution for customer environment
  • Follow up and close pending deals directly with customers
  • Professional customer presentations via onsite visits, conference calls and CDW hosted events on software capabilities
  • Manage customer opportunities from qualification to close
  • Sell all contractual software licensing and CDW service offerings
  • Assist with large re-order including upsell and renewal opportunities

 

Solution Sales

  • Position and Identify CDW Software Services Opportunities
  • Drive Microsoft Cloud consumption in account base
  • Conduct cloud consumption reviews with all eligible clients
  • Responsible for securing clients Digital Partner of Record (DPOR) status

 

Proactive Sales

  • Proactively call on campaigns focused on add on, up sell, renewal and new sales opportunities
  • Participating in business development campaigns focused on driving revenue (Solution Briefings, Events, Specialist engagement)
  • Proactively using our solutions value proposition

 

Channel Management

  • Engagement with Field Software Partner Account managers
  • Engagement of CDW Software Services team including Field Solution Architects, Inside Sales Engineers and Technical Specialists as needed
  • Engagement of Inside Licensing Specialist as needed
  • Ability to travel

Qualifications

Minimum Qualifications

  • Minimum of Associates Degree
  • Minimum 2 years sales experience

 

Other Required Qualifications

  • Proven customer-facing ability
  • Ability to present and close business to senior level officers
  • Strong presentation skills
  • Strong communication, organizational, time management and interpersonal skills
  • Strong ability to manage multiple priorities

 

Preferred Qualifications

  • Bachelor’s Degree or equivalent experience
  • 2 years minimum sales experience in Microsoft Licensing and contractual software licensing
  • 2 years previous field sales experience
  • Proven ability to exceed sales quotas on a regular basis
  • Strong customer and vendor relationships in designated territory
Job Category: Technical Sales
Job Type: Full-Time
Travel Percentage: 25%

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