Software Solutions Executive at CDW

Posted in Other 10 days ago.

Location: Chicago, Illinois

Job Description:

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




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

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