Healthcare Account Executive - Northeast Region; Pipelining

Overview

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.

CDW is seeking a Healthcare Account Executive (AE) to work in cross-functional teams. This mid-level position is responsible for driving sales in a specialized portfolio of clients. You must possess a high need to collaborate with internal and external stakeholders. The AE demands strong account management skills, including Supplier Diversity, RFx, VPAs, EDI/Epro. Working as an AE you will demonstrate a deep understanding of CDW’s technology solutions and a consultative approach to sales.

As an AE you are expected to not only drive new business, but also expand and deepen relationships with existing clients by offering strategic, customized solutions. The AE will collaborate closely with internal stakeholders, including marketing, product teams, and delivery managers, to tailor solutions that align with clients’ business objectives.

We are currently pipelining talent for the Northeast region in anticipation of future needs.

• Develop and execute sales strategies to drive revenue growth and expand the client base, focusing on both new and existing accounts.
• Cultivate and maintain strong relationships with key decision-makers within customer organizations, often at the senior and C-level.
• Leverage consultative sales techniques to assess client needs and propose comprehensive solutions, including cross-selling CDW’s products and services.
• Prioritize Accounts and Opportunities:
  Independently assess our book of business using key criteria such as customer potential, competitive advantage, relationship depth, and strategic alignment. Work with sales leadership to balance short-term targets with long-term growth potential, identifying underpenetrated areas within key accounts.
• Developing an Account Strategy:
  Execute account strategies by setting clear objectives, aligning with customer priorities, and identifying tactical plays. Collaborate with solution architects and principal AEs to develop scalable plans that anticipate risk and include measurable success metrics.
• Time-Constrained Discovery:
  Lead discovery conversations by identifying key business needs, defining success criteria, and gathering relevant insights. Articulate the value of discovery, actively listen to the stakeholder’s input, and respect time constraints to ensure productive and respectful interactions.
• Aligning to the Customer’s Buying Cycle:
  Guide customers through the buying cycle by understanding internal processes and timeline constraints, augmenting approach as needed. Maintain forward momentum while addressing risks and objections collaboratively.
• Conveying Value:
  Build credibility through subject matter knowledge, account insight, and personalized solution positioning. Connect customer-centric outcomes with CDW’s capabilities. Define mutual business understanding, engaging in discussions about value and establishing clear impact measurement metrics.
• Managing Stakeholders:
  Proactively engage across organizations. Tailor communications based on role and responsibility while balancing stakeholder and seller interests; re-validate stakeholder interests, tailor the value message to individual stakeholders, and collaboratively co-create a solution.

• A minimum of 3–5 years of direct selling experience in a healthcare customer-facing sales environment.
• Bachelor’s degree in a STEM-related field, Business Administration, or equivalent practical experience.
• General 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, with the ability to engage effectively with stakeholders at all levels.
• Proven sales expertise, with a…