Licensing Account Executive- Healthcare
CDW - Ohio

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Role Overview

The Licensing Account Executive is responsible for identifying and closing new software opportunities into CDW upper mid-market and enterprise accounts, as well as identifying new customers in the segment. The Licensing 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 software solution capabilities through customer-facing meetings, CDW hosted events, and selected software partner 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 software and services opportunities

Identify, research and close new customer business in territory

Engage with Microsoft Sales teams and other software vendors to identify and close software and services engagements. This includes strategic planning, forecasting, marketing events, and account penetration strategies.

Present the CDW Software and 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 software business, including Quarterly Briefings, detailed software trending analysis, and technology briefings

Provide analysis and recommendations to C level executives on their software 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 vendor-specific licensing certifications

Build and deliver licensing training sessions to CDW Account Executives’ and Customers

Proactively notify customers of relevant software 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 best software 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 software 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

Qualifications

Minimum of Associates Degree

Minimum 2 years sales experience

Other Required Qualifications

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

Sales

Primary Location

US-Ohio

Travel

Yes, 75 % of the Time

Additional Field Territory Information

Location is flexible please inquire about territory

CDW - 19 months ago - save job - block
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CDW is a leading provider of technology solutions to business, government, education and healthcare. A Fortune 500 company, CDW features...