Field Account Executive - Corporate Sales

CDW - San Francisco, CA3.7

Full-timeEstimated: $99,000 - $140,000 a year
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 profitably 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
Other Required Qualifications

Excellent communication skills
Strong presentation skills
Preferred Qualifications

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
Optional Preferred Qualifications if Industry Specific position

Experience selling within Commercial or Public Sector budget and procurement cycles, as appropriate
Experience selling to (insert specific sub-segment – e.g., K-12; Higher Ed; State and Local government or Federal government customers, if appropriate)