Regional Sales Manager - Corporate

The Sales Manager is responsible for leading a team of Account Managers within the Corporate Sales Division, meeting and exceeding sales revenue and profit goals through ownership of that team and delivering overall team strategy & objectives as set out by corporate leadership. This role is ultimately responsible for individual and team productivity and serves as a leader within the Sales organization.

Success Measures

• Achievement of revenue and GP targets, growth of individual teams’ attainment
• Oversight and direction to elevate Protect & Grow, and High Potential accounts through the “Steps to Success”
• Development and maintenance of peer‑to‑peer leadership relationships with selected accounts and vendors
• Development and retention of high performing sales talent

Responsibilities

• Onboard, coach, and retain sales talent and drive interdepartmental collaboration
• Nurture internal and external stakeholder relationships and execute customer‑centric strategies to deepen accounts across Tech Sourcing, Professional Services and Managed Services capabilities
• Coach and advise the team on strategies to improve sales performance, achieve goals and meet expectations
• Create a team‑oriented sales environment that rewards success and supports continuous improvement
• Ensure CDW policies, procedures and code of conduct are adhered to and model the CDW way
• Coach sales team members to manage their account base effectively and profitably via regular 1‑2‑1s and team meetings
• Promote best practices to ensure sales efficiency and productivity
• Remove barriers to execution for the team
• Support and steer RFP responses to increase win probability
• Handle day‑to‑day co‑worker administration (holiday, expenses, sickness, etc.)
• Celebrate individual and team wins in line with the CDW culture
• Deliver weekly, monthly and quarterly forecast, pipeline management and rigour
• Identify and participate in customer‑facing meetings and activities, delivering against operating plans to achieve sales initiatives and segment goals
• Engage relevant CDW and partner resources on target accounts
• Identify new business opportunities and develop strategies to optimize potential new business, including strategic campaign formulation and ownership
• Understand and present CDW GTM and “offer” to customers and partners
• Manage relationship and peering with partner counterparts; work with vendor peers on deal and account‑based strategy and alignment, executing CDW/partner campaigns
• Build out Sales Business Review strategy in conjunction with sellers, customers and CDW peers
• Work with CDW business teams across operations, sales, legal, finance, marketing and vendor management to improve and transform engagement and internal process
• Define, contribute to and maintain a high‑performance culture by managing and leading teams within the CDW framework
• Assign sales account plans for the account team and manage the Quarterly Business Review process
• Develop and manage monthly/quarterly sales forecasts and develop account strategies in tandem with the Account Director that promote profitable growth
• Implement annual strategies, initiatives and campaigns and oversee the seller MEDDPICC process
• Champion CDW’s vision of becoming an AI‑fluent organization by encouraging responsible AI adoption and fostering a culture of continuous learning

Minimum Qualifications

• Bachelor’s degree or equivalent
• At least 3 years of sales management experience
• 2–3 years of a successful track record in sales or executing on goals, with knowledge of CDW sales, products and processes
• Strong consultative, solution‑based selling experience
• Experience hiring, motivating, coaching and retaining diverse sales teams
• Ability to work in a high‑demand, high‑visibility environment
• Adaptable, able to lead through change
• Excellent time‑management skills to manage multiple projects and initiatives simultaneously
• Exceptional attention to detail and follow‑up skills
• Strong internal and external customer acumen, working with each customer at the highest levels of ethics and integrity

Key Competencies

• Sales Leadership Excellence – combines deep sales acumen, strategic thinking, and practical experience to lead high‑performing teams; inspires and empowers sellers through clear direction, expert coaching, and a passion for results
• Impactful Communication – combines communication expertise, emotional intelligence, and frontline experience to deliver clear, concise, and compelling messages adapted to diverse audiences
• Communication of Capability – articulates complex service offerings across TechSourcing, ProfessionalServices, and ManagedServices in ways that resonate with client needs and drive strategic engagement