Solutions Sales Specialist - Hybrid Cloud

Job Summary

CDW’s Solution Sales organization is in place to collaborate with sales and to be responsible for delivering high value outcomes and experiences to our existing and prospective customers across a variety of technology growth pillars including Hybrid Platforms, Modern Workspace, Security and Digital Enablement.

The role of the Solution Sales Specialist is focused on the following core areas:

• Result‑driven sales overlay resource focused on delivering successful financial metrics for the business.
• Create and execute on a business plan that delivers against targets and KPI’s.
• Being a sales specialist in the specific technology domain, solution, services area of this role.

The primary purpose of the Solution Sales Specialist is to be an overlay sales function with Hybrid Cloud specialist knowledge to lead the sales engagement from start to finish on opportunities from proactive sales engagement with aligned account owners.

The role is to promote and sell the complete CDW portfolio of Hybrid Cloud and supporting professional & managed services to our customers to achieve personal targets set annually that contribute to the overall team target.

Available portfolio:

• Dell
• HPE
• Nutanix
• Azure
• AWS
• Colocation
• Pure
• Net App
• Broadcom

• Engage proactively with existing and prospective customers to understand business challenges and position tailored solutions, targeting strategic decision makers and profiling potential new customers.
• Qualify and lead initial business discussions with the client.
• Prepare and present compelling proposals and pitches to clients, both owning and contributing to opportunities.
• Handle objections, negotiate, and ultimately close the sale.
• Achieve and exceed sales targets while maintaining high levels of customer satisfaction as the owner of commercial deals.
• Act as subject matter expert/specialist for Hybrid Cloud to drive pipeline and lead the sale individually.
• Establish new relationships within CDW and externally within the client/prospect base to drive performance goals.
• Work in close partnership with internal CDW Sales and Specialist teams to identify new opportunities while driving proactive development of converged pipe/funnel.
• Build strong relationships with the Account Management team that owns the customer relationship and proactively work with them to seek opportunities and engage additional CDW personnel as needed.
• Identify client needs and propose end‑to‑end solutions that enhance efficiency and scalability.
• Support teams with bids where required.
• Keep up to date with industry trends and emerging technologies.

Required Knowledge

• Demonstrable knowledge in Data centre and/or Cloud.
• Knowledge of a structured sales process.
• Knowledge of different customer personas.

Key Skills

• Sales hunter skills in building/closing pipeline.
• Communication & presentation.
• Decision‑making.
• Strategic thinking.
• Ability to lead virtual teams.

Required Experience

• Delivering successful sales growth performance – running a structured sales cycle from start to finish.
• Working in sales environments and contributing to sales proposals, bid responses and customer meetings.
• Building positive working relationships with internal and external customers.
• Dealing with IT strategic decision makers.
• Proactive relationship building skills, taking personal ownership of work and interactions, and acting on own initiative.
• Commercial awareness – differentiating CDW against its competition.
• Sales forecasting – accurately forecasting quarterly based on sales process and hunting skills.
• Stakeholder management – listening skills and leading teams to adapt engagement style to different personas.

• Revenue Generation – achieving and exceeding personal and team financial targets.
• Pipeline Development – building and maintaining a robust sales pipeline with qualified opportunities.
• Sales Cycle Execution – running structured sales cycles from initiation to closure.
• Cross‑Team Collaboration – effective teamwork with Sales, Solution Architects, and Business Development Managers to drive business goals.

CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard 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.