Account Director - Secure Government (North)

CDW UK, Peterborough, England, United Kingdom

Job Summary

The purpose of the Account Director role is to establish and maintain strong relationships with key clients, understanding their business needs and objectives to provide tailored IT solutions. The ideal candidate will have a strong background in the Policing or Defense Sector. Develop and implement comprehensive account strategies that maximise client satisfaction and retention whilst achieving the company goals of driving revenue and profitability. Foster long-term partnerships with both clients and partners and hold overall commercial accountability, viability and profitability of a deal.

What you will do

• Developing and implementing sales strategies, conducting sales campaigns, and leading negotiations for long-term contracts
• Strategic account management, develop and implement account plans and objectives to achieve sales targets and client objectives
• Ownership of gross profit target and forecast numbers, maintaining accurate sales forecasts and reporting on account performance as well as tracking and reporting on individual, account and team performance against KPIs
• Regular engagement and meetings with the customers to build relationship and understand needs
• Leading virtual teams comprising sales and sales support, solution and technical specialists and pre-sales co-workers
• Act as the key interface between the customer and all relevant divisions
• Lead strategic customer engagements (services, transformation, multi capability, complex deals)
• Accountable for overall customer experience
• Lead whitespace to scale revenue
• Holding overall accountability for Bid/No Bid decisions
• Building new business relationships using existing industry contacts
• Playing an integral role in new business pitches
• Leading strategic vendor relationships for allocated customer accounts
• Work in alignment with relevant vendors and partners
• Stay up-to-date with industry trends and the competitive landscape

What we expect of you

• Experience working in or selling to high growth tech companies or digital native enterprises
• Proven track record of exceeding sales targets in complex, consultative sales environments
• Experience of leading virtual teams across an organisation
• Experience influencing and supporting customer decision making up to and including C-Level
• Experience of executing against defined strategy for account territories in line with organisational goals
• Experience of developing and executing against strategic account plans
• Strong understanding of enterprise level technology trends
• Comfortable with digital tools, CRM systems (e.g. Salesforce) and virtual collaboration platforms
• Experience in the Public Sector, including tender processes
• Understanding of current and emerging technology trends and the ability to articulate the impact this is having on organisations
• Ability to articulate and discuss ESG principles and how technology can drive sustainable outcomes

Skills

• Strong opportunity qualification and forecasting skills
• Strong business and financial acumen. An ability to connect technology to business, technical, operational and financial goals
• Strong executive presence and ability to influence senior stakeholders
• Resiliency, flexibility and agility. An ability to execute while managing ambiguity
• Strong relationship management skills e.g. stakeholder management, building strong customer partnerships and conflict resolution
• Communication skills - Demonstrates the ability to combine communication, negotiation, and storytelling skills with experience in technology consulting to effectively convey complex solutions to clients
• Customer-centric mindset - Applies deep customer empathy, industry knowledge, and leadership experience to drive customer-centric initiatives
• Relationship management - Leverages strong relationship management capabilities to foster trust and drive long-term success
• Strategic and critical thinking – Using insight and analytical skills to align customer objectives with broader business goals

Preferred Qualifications

• Bachelor’s or Master’s degree in business, technology, or a related field
• Certifications in sales methodologies (e.g. MEDDPICC, Challenger)

About CDW

CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. It is a Fortune 500 company and a member of the S&P 500 Index. CDW helps its customers navigate an increasingly complex IT market and maximize return on their technology investments. We unite. We win. We thrive.

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.

Seniority level

• Director

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• IT Services and IT Consulting

Note: This refined description removes duplicate headers and unrelated job feed items while preserving the core responsibilities, qualifications, and company information relevant to the Account Director role.