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.

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

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.

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

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.