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 engaging with sellers across all segments and verticals, prospecting, converting leads into opportunities, and running the sales cycle to close profitable software business for CDW. The role will use specialist knowledge of software to support direct customer engagement for prospecting, leading opportunities, and running the sales cycle to close profitable licensing and solutions business.
What you will do
- Act as a virtual team member within aligned CDW sales teams and take responsibility for increasing software licensing, 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 for vendor deal register.
- 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 responds to.
- Maintain accurate pipeline management and forecasting.
- Create a plan to maximize business within aligned teams and provide reporting visibility to sales management on progress.
- Consult and assist Solution Architects on software licensing.
- Attend customer facing onsite or offsite meetings as required.
- Support in the creation of contracting documents aligned to commitments made to customers during the sales process.
- Collaborate across CDW Solutions by pitching 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
- Sales hunter skills in building/closing pipeline
- Active listening, communication & presentation skills
- Decision making and strategic thinking
- Ability to lead virtual teams
- Excellent software licensing sales experience in a large account reseller (LAR), reseller, distribution or vendor sales role
- Understanding of RFPs and tenders process and experience responding to and winning tenders
- Understanding of Tail End requirements of clients and delivering cost savings/cost avoidance and optimization
- Hold or achieve within 3 months the following software sales and licensing accreditations:
- Citrix (CCSP)
- VMware (VSP)
- Veritas (VSE+)
- RedHat (RSS)
- Microsoft (MLSE, MLSS)
- Additional vendor accreditation as required by business
- Experience with vendor audit reviews and install base reports
- Strong working knowledge of the following vendors: Citrix, VMware, Adobe, Red Hat, Mimecast and Microsoft
- Presentation and communication skills to effectively present propositions, licensing models, and agreement structures to customers both face to face and remotely
- Interpersonal and cross functional collaboration skills to build and maintain productive relationships across functional teams
- Sales opportunity management and forecasting skills to strategically manage opportunities and provide accurate sales forecasting
Equal Opportunity
CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard 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.