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.



Le/la Responsable de comptes - Technologies avancees est charge(e) de stimuler la croissance rentable du chiffre d'affaires dans un portefeuille cible de comptes en white space chez CDW. Ce poste hybride combine les responsabilites liees aux comptes corporatifs et au secteur public. En tant que professionnel(le) experimente(e) en vente de technologies, vous developperez des relations de haut niveau pour agir en tant que conseiller(ere) de confiance et comprendre le role de la technologie dans l'atteinte des resultats commerciaux des clients.

Ce que vous ferez :

Stimuler la croissance rentable du chiffre d'affaires dans les comptes cibles en collaboration avec le soutien des ventes internes Fournir une feuille de route technologique approfondie aux clients et travailler en collaboration avec le/la gestionnaire de comptes interne pour identifier de nouvelles opportunites de vente Developper des partenariats avec les representants commerciaux terrain des fournisseurs et optimiser les opportunites de vente conjointe dans le territoire Accroitre la notoriete de CDW sur le marche en participant a des evenements, organisations et affiliations locales/regionales Developper vos connaissances produits et competences en vente grace a des formations continues offertes par CDW et des sources externes Atteindre les objectifs de vente, fideliser les clients, penetrer les categories, developper les contacts dans les comptes et vendre des solutions Etablir des relations solides avec les decideurs et influenceurs a tous les niveaux des comptes cibles Comprendre le modele d'affaires de chaque client, cartographier leur organisation et identifier leurs besoins technologiques specifiques Collaborer avec les representants terrain des fournisseurs pour decouvrir de nouvelles opportunites de comptes En collaboration avec le/la gestionnaire de comptes interne CDW, developper, documenter et executer des strategies de penetration de comptes Identifier de nouvelles lignes d'affaires dans les comptes cibles et presenter la proposition de valeur CDW aux decideurs cles Travailler avec les gestionnaires des ventes et developper des relations avec les partenaires de services dans le territoire Collaborer avec les ressources commerciales et techniques (prevente/livraison) pour favoriser l'engagement des clients Utiliser les previsions trimestrielles et la gestion du pipeline pour gerer la croissance des ventes Utiliser des outils professionnels de gestion de comptes et des procedures de suivi Assurer un suivi coherent et rapide apres chaque appel de vente Collaborer sur les strategies de vente, discuter des tendances des comptes, conseiller sur les changements et coordonner les devis et opportunites avec les gestionnaires de comptes selon les besoins et de maniere hebdomadaire

Ce qu'il vous faut pour reussir :

Essentiel :

Diplome universitaire ou collegial, ou experience equivalente Bilinguisme francais et anglais Minimum de 3 ans d'experience en vente de technologies Minimum de 3 ans d'experience en vente terrain en contact direct avec les clients Capacite a gerer plusieurs taches, organiser et prioriser Capacite a rediger des documents tels que des rapports detailles et a faire des presentations formelles Experience prealable dans la vente de produits technologiques (materiel ou logiciel) Experience prealable dans la vente de solutions techniques complexes Capacite a comprendre des problemes complexes et a collaborer pour explorer des solutions alternatives Capacite a communiquer efficacement et de maniere concise, en adaptant le style au public Capacite a analyser et interpreter des donnees numeriques a des fins de rapport

Atouts :

Experience en vente de materiel ou de logiciels technologiques Experience de vente dans le secteur public au Quebec Experience dans la vente de solutions techniques complexes, notamment en cybersecurite, centres de donnees hybrides, espaces de travail modernes Certifications Cisco, Dell/EMC, Microsoft, HP, Palo Alto, Fortinet et ServiceNow Experience prealable dans la vente de solutions technologiques avancees pour Cisco, Dell/EMC, Microsoft, HP, Palo Alto, Fortinet et ServiceNow Experience de vente dans le cadre de budgets et cycles d'approvisionnement commerciaux

The Advanced Technology Account Executive is responsible for driving profitable revenue growth in a targeted book of CDW white space accounts. This role is an Hybrid position between corporate account and Public Sector. As an experienced technology sales professional, this individual will develop high-level relationships to serve as a trusted advisor and understand technology's role in driving customer business outcomes.

What you will do:

Drive profitable revenue growth for target accounts in partnership with inside sales support 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 training opportunities provided by CDW and outside sources. In addition to training, the Advanced Technology Account Executive 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 lines of business within target accounts and introduce the CDW value proposition to key decision makers Work with Sales Managers and develop relationships with service partners within the territory Collaborate with sales and technical resources (pre-sales/delivery) to drive customer engagements Use quarterly forecasting and pipeline management to manage sales growth 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

What you need to succeed:

Must-have:

Bachelor's Degree or Diploma or equivalent work experience Bilingual French and English 3+ years of experience in technology sales 3+ years of experience in field customer facing sale Ability to multi-task, organize and prioritize Ability to effectively compose materials such as detailed reports, publications of limited scope or impact, and to make formal presentations, inside and/or outside the immediate work area Prior experience selling technology hardware or software products Prior experience selling complex technical solutions Ability to understand complex problems and to collaborate and explore alternative solutions Ability to communicate effectively and concise using a variety of styles and techniques appropriate to the audience Ability to compute, analyze, and interpret numerical data for reporting purposes

Nice-to-have:

Experience in hardware or software technology sales Experience selling into the Public Sector in the Quebec Market Experience selling complex technical solutions especially in Cybersecurity, Hybrid datacenter, Modern Workspace Cisco, Dell/EMC, Microsoft, HP, Palo Alto, Fortinet and Service Now Certification Prior experience selling advance technology solutions for Cisco, Dell/EMC, Microsoft, HP, Palo Alto, Fortinet and Service Now Experience selling within Commercial budget and procurement cycles

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.