The Principal Account Executive (PAE) will oversee large, strategic enterprise and major accounts, driving high-value solutions and services across the organization. The Principal Account Executive is expected to be a subject matter expert, leveraging deep technical knowledge and business acumen to design and execute comprehensive solutions for complex customer needs. Recognized as a peer mentor to junior talent and new Coworkers. This role involves working closely with senior leadership both within CDW and with client organizations to shape long-term strategies and ensure consistent, high-impact growth. Leveraging advanced technical fluency, market insight, and executive-level relationship management to identify underserved customers and deliver transformative business outcomes.
What You Will Do: - Navigate highly complex, multi-location enterprise deals, aligning stakeholders with divergent objectives toward a unified vision and solution strategy.
- Articulate CDW's full technology ecosystem and services portfolio with confidence, adapting messaging to influence C-level buyers and IT decision-makers.
- Maximize sales efficiency through mastery of CDW's suite of selling tools and platforms, optimizing pipeline velocity and minimizing administrative overhead.
- Translate executive-level strategic objectives into executable programs that measurably improve seller effectiveness and account performance.
- Partner with Sales leadership to identify high-potential initiatives, define KPIs, and align programs with broader go-to-market strategy.
- Analyze program data, customer insights, and seller feedback to refine go-to-market approaches, enhance engagement, and accelerate adoption.
- Design and sustain a scalable enablement framework that supports continuous learning, strategic upskilling, and onboarding for new and tenured sellers alike.
- Lead cross-functional collaboration across Sales, Marketing, Solutions Architects, Digital, and Operations teams to execute growth plans.
- Influence senior leadership and client executives through data-driven insights, contributing to strategic account planning and enterprise-level forecasting.
- Consistently achieves or exceeds 100% to goal through a blend of new books acquisition, upsells, and retention across the largest and most strategic accounts.
- Supports the development and execution of account prioritization framework, incorporating customer lifecycle stage, relationship maturity, competitive positioning, whitespace opportunity, and long-term revenue potential. Balances between short-term wins and multi-year growth strategies across assigned accounts.
- Creates and implements comprehensive account strategies, articulating a long-term vision for success, defining measurable business outcomes, and designing contingency pathways. Aligns internal and external stakeholders to shared goals while continuously identifying expansion opportunities.
- Expertly navigates complex buying cycles, understanding internal client constraints and timing, mapping influence chains, and ensuring forward movement across decision stages. Enables the client to maintain momentum while minimizing friction in the procurement process.
- Builds lasting client partnerships through credibility and consultative engagement. Establishes shared success criteria, communicates value realization, and continuously aligns offerings to evolving business priorities and establishes clear impact measurement metrics.
- Leads advanced stakeholder management by conducting multidimensional stakeholder mapping, customizing value propositions, managing conflicting interests, and co-creating solutions that reflect both business objectives and personal motivations.
What We Expect of You- A minimum of ten (10) years of direct selling experience in a high-tech, customer-facing sales environment.
- Bachelor's degree in a STEM-related field, Business Administration, or equivalent practical experience.
- 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, with the ability to engage effectively with stakeholders at all levels.
- Proven sales expertise, with a demonstrated ability to meet targets and inspire enthusiasm in the sales process.
- Strong strategic planning, time management, and organizational skills, with a keen attention to detail.
Pay range: $ 69,000 - $94,000, depending on experience and skill set
Annual bonus target of 300% subject to terms and conditions of plan
Benefits overview: https://cdw.benefit-info.com/
Salary ranges may be subject to geographic differentials
CDW is committed to being an AI-fluent organizationWe're looking for people who bring curiosity, a learner's mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances-not replaces-human creativity and decision-making. You don't need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.
Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that's curious, adaptive, and ready to explore what's possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.
