Field Account Executive - Federal Civilianat CDW Careers

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Job ID: 19000775
Updated: Aug 28, 2019
Location: Washington, DC, United States

Position will be based out of the CDW Reston Office

“CDWG has an immediate opening for an experienced Field Sales Executive to join its Federal team. You will work on significant accounts for CDWG and the FSE will play a key role in account planning, expanding customer relationships, and driving opportunities across all modes, particularly in new business areas. 


We have a rich and relevant portfolio for a ‘go-getter’ to match our value propositions to the Federal team's mission and business priorities”

The Field Account Executive is responsible for building relationships in person and selling professional services and technology solutions to customers. This role works within an assigned territory in the field.

Key Areas of Responsibility

  • Drive profitably and grow revenue for target accounts in partnership with inside sales team
  • Maintain a growing pipeline of well qualified opportunities
  • Proactively exercise thoughtful sales action to improve PWIN% until a profitable sales outcome
  • Advance customer insight and collaboratively work with inside Account Manager to uncover new sales opportunities
  • Develop partnerships with Vendor Field Sales Representatives and optimize the joint selling opportunities within the territory
  • Build market awareness of CDW through participation in local/regional industry events, organizations and affiliations


  • Develop product knowledge and sales skills by participation in ongoing product and skill training opportunities provided by CDW and outside sources. In addition to training, Account Executives will be expected to perform the following:
    • Sales goal achievement
    • Build customer loyalty
    • Category penetration
    • Account contact development
    • Solution selling
  • Develop solid business relationships within the various decision-makers and influencers at all levels at each target account
  • Understand each target customer’s business model, map their organization and identify their unique technology needs
  • Engage local vendor field representatives, collaborating on sales efforts and partnerships with target accounts including uncovering new account opportunities
  • In collaboration with the CDW inside Account Manager; develop, document and execute account penetration strategies for assigned target accounts
  • Identify new accounts and introduce the CDW value proposition to key decision makers within the account
  • Work with Sales Managers and develop relationships with service partners within the territory
  • Coordinate CDW Field Solution Specialists and CDW Category Specialists via joint sales calls and on-site assessments based on customer’s specific needs
  • Use quarterly forecasting and pipeline management to manage sales growth
  • Manage geographic territory using professional territory management skills
  • Develop and utilize professional account management tools and follow up procedures
  • Provide consistent and timely follow up communication and action steps after every sales call
  • Collaborate on sales strategies, discuss account trends, advise changes within accounts and coordinate quotes and sales opportunities with Account Managers, Business Development and Capture Teams, sharing account trend and changes
  • Coordinate quotes and proposals in-line with company process


Minimum Qualifications:

  • 3 years experience in technology sales
  • Prior experience selling technology services, hardware and software products
  • Prior experience selling complex technical solutions and services
  • Bachelor’s Degree in Computer Engineering, Computer Science, Management Information Systems, Business Administration, or the equivalent in experience.

Other Required Qualifications

  • Excellent Communication skills
  • Strong presentation skills

Preferred Qualifications

  • 2 years experience in field customer facing sales
  • 5 years experience in hardware, software and services technology sales
  • 2 years experience selling complex technical solutions and services
  • Prior experience selling advance technology solutions and services for Cisco, IBM, Microsoft, HP and EMC 
  • Experience selling to Federal government customers
Job Category: Outside Sales
Job Type: Full-Time
Travel Percentage: 75%

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