CDW Account Lead

Date: Feb 14, 2024

Location: Lake Zurich, IL, US, 60047

Company: accobrands

At Kensington, we pride ourselves on an entrepreneurial culture that empowers us to think creatively, share our thoughts, collaborate, and voice our opinions. It’s how we’ve innovated, inspired, led, learned, and succeeded for 40 years. Headquartered in Burlingame, California, Kensington is a division of ACCO Brands (NYSE: ACCO), one of the world’s largest designers, marketers, and manufacturers of branded academic, consumer and business products, sold in more than 100 countries across the globe.

Job Summary

Senior CDW Account Manager is assigned to our Channel Sales Team. Responsible for strategic implementation and plan with CDW. The candidate will act in a strategic role, responsible for delivering quarterly growth revenue targets. Candidate will develop a business and execution plan driving Kensington sales into enterprise, federal, and education verticals. Responsible for defining and profiling total market (TAM), and driving all associated acquisition targets, relationships to best enable, and OEM partnerships with coordinated joint-selling, program understanding and coordination, and resources utilization.

Responsibilities

  • Create and implement strategic plan to drive growth at CDW.
  • Understand P&L impacts and drive profitable business model.
  • Build relationships with CDW customer contacts including executives and grow Kensington consideration across all teams within the partnership.
  • Analyze business opportunities within CDW to drive share gain in key product categories.
  • Conduct quarterly and ad-hoc partner business reviews to ensure aligned with objectives.
  • Regularly report on account strategic plan, forecast, execution and partner achievements.
  • Make recommendations regarding channel partner program tools, incentives, and go-to-market messaging.
  • Monitor POS trends and understand key end user trends and identify opportunities.
  • Maximize marketing ROI and create programs to gain mindshare with CDW reps and end customers.
  • Responsible for identifying and closing sales opportunities with hunter mentality.
  • Proactively identifies market opportunities and sub-vertical secular trends that best align with Kensington’s business and products.
  • Maintains contact within a very large customer and prospect base, providing routine communication about Kensington products, programs, offers, and promotions.
  • Travels throughout the assigned customer office locations/regions to conduct face-to-face business development and opportunity generation, team leadership and cross-functional coordination.  
  • Drive, track and update new pipeline opportunities in Salesforce.
  • Frequent field engagement with subordinates, and prospects/customers to provide leadership and ownership that best drives creates awareness, visibility, sales relationships, and partnership leverage.
  • Represent Kensington at industry events and trade shows.

Qualifications

•    Bachelor’s degree in business or related field is a must. Master’s degree preferred.
•    10+ years of prior Sales experience in IT Hardware, Software, or Services.
•    Proven experiences in managing a sales team and support roles. 
•    Strong communication, negotiation, problem-solving and presentation skills. 
•    Strong financial acumen, ability to make decisions based on data. 
•    Great understanding of Indirect Commercial Sales and End Customer acquisition process.
•    Proven solid experience working with CDW.
•    Strong Presentation skills, strong ability to tell a compelling story, highlights the value proposition that align with the customers’ desires and need. Then end with a strong call-to-action.  
•    Ability to influence at all levels both with customers and internally.
•    Expert knowledge of industry trends, competition, customer buying patterns and marketing techniques.
•    Demonstrated ability to build strategic partnerships across organizations.
•    Exceptional time management, prioritization, attention to detail, analytical and problem-solving skills.
•    Ability to self-direct and work remotely.
•    Proficient with MS PowerPoint and Excel
•    Hands-on Salesforce Experiences
Highly Preferred Qualifications and Experiences:
•     Proven Experience and contacts at CDW.
•     Solid experience in Business plan development and execution. 
•     Demonstrated excellent sales quota achievement.
•     Strong knowledge of Commercial Distribution, IT Resellers, and US Commercial, Education, Federal, Healthcare and/or State and Local Verticals.
•     Technical proficiency in Computer Hardware/IT environments. 
•     Proven ability to sell in a complex and dynamic situations. 
Working Conditions:
•     Works at Customer location or works remotely.
•     Daily required Telephone, Email, Communication duties.
•     Face-to-Face Training, Client Engagement, Internal Reporting.
•     35-50% domestic travel required.

 

Salary Range:  $123,000 - $133,000

About Us:

You know our brands. You love our brands. You just may not know they are ours.

If you have touched a PowerA® gaming controller, a Five Star® notebook, a Swingline® stapler, a Quartet® dry erase board, or a Kensington® computer mouse, you have touched part of ACCO Brands Corporation. With annual revenues of over $2 Billion, ACCO Brands (NYSE: ACCO) designs, markets, manufactures and sells branded academic, consumer and business products globally. The power of our brands, our unmatched global customer reach, and our strategic market strengths put us in a position to achieve global leadership and growth. We're proud of our long history of industry leadership and innovation and are focused on delivering exceptional value to our customers by providing unique, cutting-edge, branded products.

Apply and build a successful future with ACCO Brands.

Click here to learn more about our employee benefits. 

More information about ACCO Brands, the Home of Great Brands Built by Great People, can be found at www.accobrands.com.

 

Equal Opportunity Employer

At ACCO Brands, we are committed to providing an environment of fairness and mutual respect where equal employment opportunities are available to all applicants and team members without regard to race, color, religion, age, sex, sexual orientation, gender identity, marital status, national origin, physical and mental disability, veteran status, and any other characteristic protected by applicable law. ACCO Brands believes that a diverse and inclusive work environment is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.

 

AODA

Accommodation for applicants with disabilities will be provided in all parts of the recruiting process as required under the ACCO Brands Canada AODA policy.  Applicants are asked to make their needs known in advance.


Nearest Major Market: Chicago