Hybrid Account Executive, Southwest Region

at CDW

• Job title: Account Executive, Southwest Region
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: $40,000 - $56,000 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Virtual, United States

About the role

• Account Executive responsible for driving sales and cultivating client relationships for CDW. Collaborating with cross-functional teams to provide strategic technology solutions.

Responsibilities

• Develop and execute sales strategies to drive revenue growth and expand the client base, focusing on both new and existing accounts
• Cultivate and maintain strong relationships with key decision-makers within customer organizations, often at the senior and C-level
• Leverage consultative sales techniques to assess client needs and propose comprehensive solutions, including cross-selling CDW’s products and services
• Prioritizing Accounts and Opportunities: Independently assess our book of business using key criteria such as customer potential, competitive advantage, relationship depth, and strategic alignment
• Work with sales leadership to balance short-term targets with long-term growth potential, identifying underpenetrated areas within key accounts
• Developing an Account Strategy: Execute account strategies by setting clear objectives, aligning with customer priorities, and identifying tactical plays
• Collaborate with solution architects and principal AEs to develop scalable plans that anticipate risk and include measurable success metrics
• Time-Constrained Discovery: Lead discovery conversations by identifying key business needs, defining success criteria, and gathering relevant insights
• Must articulate the value of discovery, actively listening to the stakeholder's input, and respecting time constraints to ensure productive and respectful interactions
• Aligning to the Customer’s Buying Cycle: Guide your customers through the buying cycle by understanding internal processes, and timeline constraints, augmenting your approach as needed
• Conveying Value: Build credibility through subject matter knowledge, account insight, and personalized solution positioning
• Be able to connect customer centric outcomes with CDW’s capabilities
• Validate mutual business understanding, defining affected priorities, engaging in discussions about the value of the offering, and establishing clear impact measurement metrics
• Managing Stakeholders: Proactively engage across organizations
• Tailor your communications based on role and responsibility while balancing stakeholder and seller interests, re-validating stakeholder interests, tailoring the value message to individual stakeholders, and collaboratively co-creating a solution are essential steps for building meaningful and successful relationships.

Requirements

• A minimum of 3-5 years of direct selling experience in a customer-facing sales environment
• Bachelor’s degree in a STEM-related field, Business Administration, or equivalent practical experience
• General understanding of key technologies, including but not limited to Cisco, Microsoft, IBM, EMC, and HP, as well as competitive equivalents
• Exceptional verbal and written communication skills, with the ability to engage effectively with stakeholders at all levels
• Proven sales expertise, with a demonstrated ability to meet targets and inspire enthusiasm in the sales process
• Strong strategic planning, time management, and organizational skills, with a keen attention to detail.

Benefits

• Annual bonus target of 150% subject to terms and conditions of plan
• Health insurance
• Competitive salary
• Flexible work arrangements