Account Executive – Commercial Majors
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Job Description
Account Executive specialized in driving sales and building client relationships for CDW. Collaborating across teams to tailor technology solutions and expand client base.
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.
- 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.
- Managing Stakeholders: Proactively engage across organizations. Tailor your communications based on role, and responsibility while balancing stakeholder and seller interests.
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
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