Software Solutions Executiveat CDW Careers

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

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