Key Areas of Responsibility
- Exceed revenue and profit goals on a consistent basis.
- Exceed services sales revenue goals.
- Maintain strong partnerships with specific manufacturing and services partners.
- Increased awareness of CDW's value proposition and total portfolio across assigned accounts.
- Strategic Management:
- Consistently deliver specific Advanced Technology product GP and service revenue attainment.
- Market and sell the entire portfolio of CDW core products and solutions with the inside Account manager sales force.
- Exceed monthly service revenue targets on a consistent basis.
- Assist the region in attaining high services utilization
- Prepare, update, and review a territory business plan semi-annually. Maintain in-depth knowledge of accounts, competition, and partner base.
- Collaborate with peers and manager to refine and execute business development strategies.
- Build working relationships with inside Account Managers and CDW departments such as Program Sales,
- Purchasing and Marketing.
- Customer/Vendor Management:
- Lead partner engagement strategies in region based on region's strategic business plan.
- Proactively serve as CDW sales resource and "how to navigate CDW environment".
- Engage local vendor field representatives, collaborating sales efforts and partnerships with target accounts including uncovering new account opportunities and secure favorable pricing.
- Develop solid business relationships within the various decision-makers at all levels at each target account.
- Understand each target customer's business model and related organizational structure and identify the customers' unique needs.
- Training and Development:
- Make joint customer calls with new hires and less tenured Account Executives; provide constructive feedback.
- Provide mentoring for peers in segment and region.
- Sales Administration:
- Facilitate dialog to resolve order issues with the Inside Sales Representative, Account Manager, or Branch Manager as needed.
Education and/or Experience Qualifications
- Bachelor’s Degree in Computer Engineering, Computer Science, Management Information Systems, Business Administration, or the equivalent in experience
- Four to five years of direct selling experience in a high technology customer facing sales environment
Required Qualifications
- Solid understanding of technologies and partners that drive our driving Advanced Technology solutions including Cisco, Microsoft, IBM, EMC and HP or their competitive equivalents
- Must have reliable transportation
- Excellent verbal and written communication skills with the ability to effectively interact with and present to all stakeholders
- Demonstrated sales skills with a high level of motivation and enthusiasm
- Strong strategic planning skills.
- Excellent time-management and follow up skills, with critical attention to detail
- Ability to balance multiple priorities simultaneously and adapt to the changing needs of the business while meeting deadlines
- Ability and willingness to travel up to 75% or as necessary to other CDW locations, meeting and client sites
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