Client Executive - Northeast Region

Job Summary

The Client Executive is responsible for driving strategic growth through the delivery of high‑value solutions and services, with a core focus on generating product gross profit (GP) and expanding services revenue within a defined portfolio. This role requires a highly technical professional with a consultative selling approach, capable of orchestrating and managing large‑scale programs across complex enterprise environments.
As a trusted advisor to executive stakeholders, you will promote products and services to support complex AI‑driven transformation journeys. Leveraging your deep technical expertise and industry insight, you will design and tailor cross‑functional service solutions that align with the client’s strategic objectives. By working collaboratively across practice areas, you will craft innovative, outcome‑driven programs that enable sustainable business impact. In this highly visible and influential position, you will lead sales engagements, identify expanded opportunities, shape strategic roadmaps, and ensure successful solution delivery that fosters long‑term partnerships and client success.

• Prioritizing Accounts and Opportunities:
  When strategizing account management, identify criteria for prioritizing accounts, evaluate the depth of customer relationships, assess the competitive advantages of winning each account, gauge the overall potential of an account, and strike a balance between allocating time for short term gains and long‑term impact.
• Developing an Account Strategy:
  Support the strategy for long‑term success by creating an account objective, identifying measurable goals and contingency plans, aligning stakeholder values to offer and expanding opportunities in the account.
• Time‑Constrained Discovery:
  In the discovery and needs assessment process, identify unique needs, uncover opportunities, effectively communicate the importance of the discovery phase, actively listen to the stakeholder's input, and respect time constraints to ensure productive and respectful interactions.
• Initial Negotiation:
  In the negotiation process, develop options, establish credibility with the customer, set the negotiations tone, ask questions to validate interests, include multiple negotiation variables, and identify relevant stakeholders to achieve successful outcomes.
• Creating a Story to Share with a Customer:
  Define the reason for the story, skillfully structure narratives, maintain a balanced flow of information, avoid overwhelming details, consider the timing when stories are shared, and adapt the presentation style to effectively engage and connect with an audience.
• Raising Awareness of an Unidentified Need:
  Facilitate discussions by carefully timing the conversation, applying suitable techniques, demonstrating the relevance of the need, and connecting the discussion to tangible business to enhance communication and collaboration in various contexts.
• Establishing Credibility with an Executive:
  Engage with executives by prioritizing maximization of their time, focusing on results and opportunities that matter most, tailoring your approach to their interests, taking actions that enhance your credibility, and positioning yourself as a trusted partner and advisor in pursuit of shared goals.
• Increase awareness of CDW's value proposition and total portfolio across assigned accounts.
• Consistently deliver specific Advanced Technology product GP and service revenue attainment.
• Market and sell the entire portfolio of CDW core products and solutions with the inside Account Manager sales force.

• Bachelor’s Degree in Business, Finance, STEM related fields or equivalent practical experience
• Minimum of 5 years of experience in developing business strategy and execution
• Strong analytical and problem‑solving skills with experience in data modeling and forecasting
• Highly detail‑oriented with the ability to handle multiple projects simultaneously in a fast‑paced environment
• In‑depth understanding of key technologies, including but not limited to Cisco, Microsoft, IBM, EMC, and HP, as well as competitive equivalents
• Exceptional verbal and written communication skills,…