Job Description

Description

At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW.

Job Summary

The purpose of the Senior Software Consultant is to proactively seek new business opportunities with CDW customers to incrementally grow the software business across the core go to markets and offerings.


The role is responsible for proactively engaging with sellers across all segments and verticals using specialist knowledge of Software, prospecting, converting leads to opportunities and running the sales cycle to close profitable software business for CDW.


The role is responsible increasing the software financial performance contribution across allocated Sales Segments through multiple activities including account mapping, gap analysis, proactive customer targeting, white spacing activity, tender/RFP responses and other proactive sales activities. The role holder will be using their specialist knowledge of Software to support direct customer engagement for prospecting, leading opportunities and running the sales cycle to close profitable software licensing and solutions business for CDW.

What you will do

Act as a virtual team member within your aligned CDW sales teams and take responsibility for increasing their software licensing and solutions and services revenues and gross profit. Work with sellers to identify gaps in existing client base spend and proactively call CDW's customers to generate opportunities and close business. Identify projects and opportunities to deal register with vendors. Provide consultancy advice on all software team supported vendor licensing models. Generate and close new business opportunities, including objection handling and negotiating. Review quotes for cross sell/ upsell and further project/ licensing opportunities. Build and deliver compelling commercial proposals. Lead the software contribution to tenders CDW respond to. Accurate pipeline management and forecasting. Create a plan to maximise business within aligned teams and provide reporting visibility to sales management on progress. Consulting and assisting Solution Architects on software licensing. Attend customer facing onsite or offsite meetings as and when required. Support in the creation of contracting documents aligned to the commitments made to customers during the sales process Support collaboration across CDW Solutions by being able to pitch the core value propositions. Provide support and upsell for large/strategic software renewals as required. Support the enablement of sellers in the go to market motions associated with Software sales.

What we expect of you

Key skills needed to succeed in the role:

Sales hunter skills in building/closing pipeline Active listening Communication & presentation Decision-making Strategic thinking Ability to lead virtual teams

Essential experience:

Excellent software licensing sales experience working in a large account reseller (LAR), reseller, distribution or vendor sales role. Understanding of RFP's and Tenders process and experience responding and winning tenders Understanding of Tail-End requirements of clients and delivering cost savings/cost avoidance and optimization.

Required/desirable experience:

Hold latest software sales and licensing accreditations or achieve within 3 months for Citrix (CCSP), VMware (VSP), Veritas (VSE+), RedHat (RSS) and Microsoft (MLSE, MLSS). Additional vendor accreditation as required by business. Experience of vendor audit reviews and Install Base Reports Strong working knowledge of the following vendors: Citrix, VMware, Adobe, Red Hat, Mimecast and Microsoft

Key competencies:

Presentation and Communication

- The ability to effectively present propositions, licensing models, and agreement structures to customers both face-to-face and remotely, combining deep knowledge of the subject matter, strong communication skills, and experience in engaging diverse audiences to drive understanding and decision-making.

Interpersonal and Cross-Functional Collaboration

- The capability to build and maintain productive working relationships across functional teams, leveraging interpersonal skills, industry knowledge, and experience in collaborative environments to foster teamwork and achieve shared business objectives.

Sales Opportunity Management and Forecasting

- The ability to strategically manage sales opportunities and provide accurate sales forecasting by integrating market knowledge, analytical skills, and hands-on experience in sales processes to drive revenue growth and business success.

Success Measures

BAU Measures

Revenue Generation - Achieving and exceeding personal and team financial targets. Pipeline Development - Building and maintaining a robust sales pipeline with qualified opportunities. Customer Engagement - Regular engagement with existing and prospective customers, ensuring satisfaction and retention. Sales Cycle Execution - Successfully running structured sales cycles from initiation to closure. Cross-Team Collaboration - Effective teamwork with Sales, Solution Architects, and Business Development Managers to drive business goals.

Long-term Strategic Change Measures

Market Expansion - Establishing new customer relationships and expanding CDW's presence across targeted industries. Thought Leadership - Positioning CDW as a trusted advisor in the software space through industry insights, presentations, and engagement. Customer Solution Adoption - Driving adoption of CDW's portfolio beyond initial sales, ensuring long-term value realization. Innovation & Adaptability - Staying ahead of industry trends, evolving the sales approach, and incorporating new software technologies into the sales strategy.

Role-Specific Performance Measures

Proposal Success Rate - The percentage of proposals and pitches that lead to successful engagements. Objection Handling & Negotiation Effectiveness - Measuring how well objections are managed and deals are closed. Sales Conversion Ratio - Tracking the percentage of qualified leads that convert into successful sales.

We make technology work so people can do great things.

CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive.


CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.