CDW Careers
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Microsoft Account Executiveat CDW Careers Canada

This job posting is no longer active

Job ID: 18001806
Updated: Nov 12, 2018
Location: Toronto, ON, Canada

The Microsoft Account Executive is responsible for identifying and closing new Microsoft opportunities into CDW upper mid-market and enterprise accounts, as well as identifying new customers in the segment. The Microsoft Account Executive will be responsible for calling into accounts with greater than 200 users which reside in a specific segment or geography. This position will require presenting CDW’s Microsoft solution capabilities through customer-facing meetings and CDW hosted events.

Key Areas of Responsibility
  • Achieve all assigned revenue, services and gross profit goals
  • Engage with CDW Field Account Executives and Account Managers to identify and close Microsoft software and services opportunities
  • Identify, research and close new customer business in territory
  • Engage with Microsoft Sales teams to identify and close software and services engagements. This includes strategic planning, forecasting, marketing events, and account penetration strategies.
  • Present the CDW Microsoft Solutions Value Proposition to potential customers and partners to educate all customers on the robustness of our total software offerings
  • Stay abreast of market trends and the competitive market
  • Proactively manage the client Microsoft software business, including Quarterly Briefings, detailed software trending analysis, and technology briefings
  • Provide analysis and recommendations to C level executives on their Microsoft infrastructure and how to maximize software spend through the appropriate licensing program and vendor selections
  • Subject Matter Expert for all Microsoft licensing agreements and service offerings
  • Proactively expand the software business inside each customer site to capture all software spend
  • Follow up and close pending licensing and solution sales opportunities
  • Provide accurate, weekly forecasts and document all pipeline activities
  • Update the Software Practice campaign tracker for all field engagement activities
  • Engage and build relationships with vendor-partner account managers both inside and in the field
  • Participate in Red Carpet presentations for customers and potential customers
  • Contribute to the Software Practice key initiatives by driving revenue and services
  • Maintain knowledge of Software Licensing programs, Software Asset Management and contract terms and conditions by staying up to date with Microsoft licensing certifications
  • Build and deliver licensing training sessions to CDW Account Executives’ and Customers
  • Proactively notify customers of relevant Microsoft licensing changes and developments
  • Attach software services to licensing sales
  • Effective teaming within licensing solutions practice (Licensing Specialist, Inside Licensing Specialist, Technical Specialists and other Specialists teams)
Responsibilities
Licensing Sales
  • Target accounts of 200+ seats with a low percentage of software spend
  • Recommend Microsoft 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 Microsoft licensing and CDW service offerings
Contract Management
  • Responsible for all steps of contract management process
  • Assist customers with Microsoft Volume Licensing Services (MVLS) support
  • Assist customers with agreement completion and walk through
  • Assist customers with Software Assurance Benefit activation
  • Assist with large re-order and renewal opportunities
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 Vendor Account managers in region/vertical
  • Establish account review with Microsoft/Software Partner AM
  • Engagement of Technical Specialists on opportunities
  • Engagement of inside Licensing Specialist as needed
  • Ability to travel

Qualifications

  • Minimum of Associates Degree
  • Minimum 2 years sales experience
Other Required Qualifications
  • Microsoft Certified Professional (MCP)
  • Proven customer-facing ability
  • Ability to present and close business to senior level officers 
  • Strong presentation skills
  • Strong communication, organizational 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
  • Proven ability to exceed sales quotas on a regular basis
  • Strong customer and vendor relationships in designated territory
  • 2 years previous field experience
Job Category: Sales General
Job Type: Full-Time
Travel Percentage: 50%