Principal Account Executive - Healthcare Enterprise

Description

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 designand execute comprehensive solutions for complex customer needs. Recognized asapeermentor to junior talent andnew

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 managementtoidentifyunderserved customers and deliver transformative business outcomes.

• Navigate highly complex, multi-location enterprise deals, aligning stakeholders with divergentobjectivestoward a unified vision and solution strategy.

• Articulate CDW’s full technology ecosystem and services portfolio with confidence, adapting messaging toinfluenceC-level buyers and IT decision-makers.

• Maximize sales efficiency through mastery of CDW’s suite of selling tools and platforms,optimizingpipelinevelocityand minimizing administrative overhead.

• Translate executive-level strategicobjectivesinto executable programs that measurably improve seller effectiveness and account performance.

• Partner with Sales leadership toidentifyhigh-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 througha blend ofnew books acquisition, upsells, and retention across the largest and most strategic accounts.

• Supports the development and execution ofaccount 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 continuouslyidentifyingexpansion opportunities.

• Expertly navigates complex buying cycles, understanding internal clientconstraintsand timing, mapping influence chains, and ensuring forward movement across decision stages. Enables the client tomaintainmomentumwhile minimizing friction in the procurement process.

• Builds lasting client partnerships through credibility and consultative engagement. Establishes shared success criteria, communicatesvaluerealization, and continuously aligns offerings to evolving business priorities andestablishesclear 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 businessobjectivesand personal motivations.

• A minimum of ten (10) years of direct selling experience in a high-tech, customer-facing…