Software Solutions Sales Executive

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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. COVID-19 Update: CDW is committed to maintaining a workplace that is free of known hazards and to ensuring the safety, health, and well-being of coworkers and candidates for employment and their families, as well as the community. CDW requires all coworkers be fully vaccinated against COVID-19, with the only exceptions being a documented, legally required medical or religious accommodation. Prior to starting with CDW, successful candidates will be required to: (i) be fully vaccinated against COVID-19 and provide CDW with proof of full vaccination; or (ii) apply for and receive a medical or religious-based accommodation to be exempt from the mandatory vaccination policy.