Senior Software Sales Specialist

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 for 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.

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.

What we expect of you:

• Sales hunter skills in building/closing pipeline.
• Active listening.
• Communication & presentation.
• Decision-making.
• Strategic thinking.
• Ability to lead virtual teams.
• 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.
• 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.
• Presentation and Communication – The ability to effectively present propositions, licensing models, and agreement structures to customers both face-to-face and remotely, combining deep knowledge of the subject matter, strong communication skills, and experience in engaging diverse audiences to drive understanding and decision-making.
• Interpersonal and Cross-Functional Collaboration – The capability to build and maintain productive working relationships across functional teams, leveraging interpersonal skills, industry knowledge, and experience in collaborative environments to foster teamwork and achieve shared business objectives.
• Sales Opportunity Management and Forecasting – The ability to strategically manage sales opportunities and provide accurate sales forecasting by integrating market knowledge, analytical skills, and hands-on experience in sales processes to drive revenue growth and business success.

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.