Field Account Executive - Federal DOD / Armyat CDW Careers

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Job ID: 19001796
Updated: Dec 30, 2019
Location: Atlanta, GA, United States

The Field Account Executive is responsible for building relationships in person and selling professional services and technology solutions to customers. This will be measured by performance against goals, and the professional reputation that we each earn with our customers, chosen partners, and across all CDW functional areas that are touched.

This role works within an assigned territory in the field.

Key Areas of Responsibility
  • Create sales plans and activity that drive monthly, quarterly and annual goals, while keeping management appraised of opportunity, progress and issues
  • 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 Managers 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 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 
  • 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
  • Manage 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 with inside Account Managers, Business Development and Capture Teams, sharing account trend and changes
  • Coordinate quotes and proposals in-line with company process.


Minimum Qualifications
  • Bachelor’s Degree
  • 3 years successful experience in technology and/or services sales 
  • Prior experience selling complex technical solutions and services
Other Required Qualifications
  • Strong written, verbal, presentation communication skills and the ability to communicate effectively with coworkers, management, executives, other CDW departments, customers and vendor partners
  • Ability to target, establish and expand trusted relationships within the client organization 
  • Exercise or display creativity and ingenuity to win business 
Preferred Qualifications
  • 2 years of experience in field customer facing sales to Federal Government
  • Successful experience selling complex solutions and services
  • Prior experience selling advance technology solutions and services for Cisco, IBM, Microsoft, HP and Dell EMC 
Job Category: Outside Sales
Job Type: Full-Time
Travel Percentage: 0%

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