The Field Account Executive is responsible for building relationships in person and selling professional services and technology solutions to customers. This role works within an assigned territory in the field for a particular business segment.
Key Areas of Responsibility
- Drive profitability and grow revenue for target accounts in partnership with inside sales team
- Provide in-depth customer technology roadmap and collaboratively work with inside Account Manager 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 local/regional 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
- 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
- Use quarterly forecasting and pipeline management to manage sales growth
- Manage geographic 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, discuss account trends, advise changes within accounts and coordinate quotes and sales opportunities with Account Managers on an as-needed and weekly basis
Minimum Qualifications
- 3 years experience in field customer facing sales
- Cold calling experience in a sales “hunter” role
- Prior experience selling technology hardware or software products
- Prior experience selling complex technical solutions
- Bachelor’s Degree in Computer Engineering, Computer Science, Management Information Systems, Business Administration, or the equivalent in experience.
- Excellent communication skills
- Strong presentation skills
- 5 years experience in field customer facing sales
- 5 years experience in hardware or software technology sales
- Cisco, EMC, Microsoft, HP and IBM Sales Certification
- 2 years experience selling complex technical solutions
- Prior experience selling advance technology solutions for Cisco, IBM, Microsoft, HP or EMC
- Experience selling within Public Sector budget and procurement cycles
- Experience selling to State and Local government
Job Category: Outside Sales
Job Type: Full-Time
Travel Percentage: 75%
