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.
Job Summary
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 the corporate leadership team. This role is ultimately responsible for individual and team productivity and serves as a leader within the Sales organization. Core expectations of this role are to onboard, coach and retain sales talent in CDW and drive interdepartmental collaboration, nurturing internal and external stakeholder relationships. Executing customer‑centric strategies to get deeper into accounts across CDW’s Tech Sourcing, Professional Services and Managed Services capabilities. This role will develop business relationships with customers and enhance customer loyalty by providing a superior customer experience. The Sales Manager will coach, develop, and manage a team of direct reports generating against the sales targets set.
Success Measures
* Achievement of revenue and GP targets, growth of individual teams’ attainment
* Oversight and direction to elevate Protect & Grow, and High Potential account through the ‘Steps to Success’
* Development and maintenance of peer‑to‑peer leadership relationship with selected accounts
* Development and maintenance of peer‑to‑peer leadership relationships with vendors
* Development and retention of high performing sales talent
What you will do
CDW/ team
* Coach and advise team on strategies to improve sales performance, achieve goals and meet expectations
* Create team‑oriented sales environment that rewards success and supports continuous improvement
* Ensure CDW policies and procedures and code of conduct are adhered to and creates an environment that models 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
* Day‑to‑day co‑worker administration (holiday, expenses, sickness etc)
* Celebrate individual and team wins in line with the CDW culture
* Weekly, monthly, quarterly forecast, pipeline management and rigour
Customer
* Identify and participate in customer‑facing meetings and activities
* Deliver 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 new potential business including strategic campaign formulation and ownership
* Understand and present CDW GTM and ‘offer’
* Relationship management and peering with Partner counterparts
* Working with vendor peer on deal and account‑based strategy and alignment
* Build out ‘Sales Business Review’ strategy in conjunction with Sellers, customers and CDW peers
* Work with other CDW business teams across operations, sales, legal, finance, marketing, vendor management to improve and transform engagement and internal process
* Define, contribute and maintain a high‑performance culture by managing and leading teams within the CDW framework
* Assign sales account plans for account team
* Manage Quarterly Business Review process
* Develop and manage monthly/quarterly sales forecasts
* Develop account strategies in tandem with Account Director that promote profitable growth
* Implement annual strategies, initiatives and campaigns
* Understand and oversee seller MEDDPICC process
Vendor
* Understand and present CDW GTM and ‘offer’
* Relationship management and peering with Partner counterparts
* Working with vendor peer on deal and account‑based strategy and alignment
* Execute CDW/vendor campaigns
Strategy
* Build out ‘Sales Business Review’ strategy in conjunction with Sellers, customers and CDW peers
* Work with other CDW business teams across operations, sales, legal, finance, marketing, vendor management to improve and transform engagement and internal process
* Define, contribute and maintain a high‑performance culture by managing and leading teams within the CDW framework
* Assign sales account plans for account team
* Manage Quarterly Business Review process
* Develop and manage monthly/quarterly sales forecasts
* Develop account strategies in tandem with Account Director that promote profitable growth
* Implement annual strategies, initiatives and campaigns
* Understand and oversee seller MEDDPICC process
What we expect of you
* Minimum or equivalent of — Bachelor's degree or — At least 3 years of sales management experience or — 2 years with a successful track record in sales or — 3 years of executing on goals, and knowledge of CDW sales, products and processes
* Strong consultative, solution based selling experience
* Experience of hiring, motivating, coaching and retaining diverse sales teams
* Key skills needed to succeed in the role
* Ability to work in high demand and visibility environment
* Adaptable, ability to lead through change
* Excellent time management skills in order 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. Navigates complexity with resilience and clarity, cultivating a culture of accountability, collaboration, and continuous improvement to exceed revenue goals and drive customer success
* Impactful Communication – Combines communication expertise, emotional intelligence, and frontline experience to deliver clear, concise, and compelling messages. Adapts style and approach to suit diverse audiences
* Communication of Capability – Combines deep organisational knowledge, consultative selling skills, and customer insight to confidently represent CDW’s full portfolio. Articulates complex service offerings—across Tech Sourcing, Professional Services, and Managed Services—in ways that resonate with client needs and drive strategic engagement.
AI‑fluent organization
As a leader, you will champion and be accountable for our vision of becoming an AI‑fluent organization. We expect leaders to model curiosity, encourage responsible AI adoption, and foster a culture of continuous learning. You don’t need deep technical expertise, but you should be comfortable exploring how AI can enhance strategy, decision‑making, and team performance. Your role includes guiding others in building confidence and capability with AI tools and practices, while promoting openness to experimentation and shared learning.
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.
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