Software Solutions Executive at CDW

Posted in Other 3 days ago.

Location: Milwaukee, Wisconsin





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



 



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


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