Job Summary
As the Head of Software Sales you will lead both direct and a virtual team to create and drive the Software Sales strategy. You will execute this strategy alongside the team ensuring alignment with overall business objectives and wider targets.
The direct team will include specialist sales people. You will be accountable for the performance and growth of the Software business. This role demands a strategic thinker with strong leadership skills, commercial acumen, and the ability to foster collaboration and innovation across direct and virtual teams
This role exists to drive strategic leadership, mentoring, and inspiration aligned to cross-functional teams within key business units—including OCTO, Partner Management (PPM), Commercial teams and Marketing—while ensuring alignment to CDW’s overarching sales objectives.
The Head of Software Sales is accountable for actively shaping and executing the Software strategy across short and long term horizons, fostering an environment of innovation, accountability, and high-quality delivery. By managing financial and performance metrics, nurturing internal and external relationships, and cultivating a culture of continuous improvement, the role ensures that team efforts directly contribute to sustainable revenue growth and enhanced customer outcomes.
The primary objectives of the role are:
- To deliver exceptional internal and external customer experiences and outcomes aligned to our Software sales motions and portfolio whilst also driving a profitable outcome for CDW
- To clearly define the Software go to market, which capability areas we focus on and how we continue to manage and grow a positive P&L within this team
- To work in partnership with various internal business units, supporting initiatives that drive improvements to the way we operate through process and platform, always demonstrating balanced flexibility and a passion to engage
- To create and evolve learning and development programmes (in collaboration with other business units) ensuring co-workers are continuing to develop individually and in line with business objectives
What you will do
- Build the UK’s best Software Sales business by leading and developing this pillar (consisting of a core set of go to markets)
- Proactively drive exceptional and consistent customer and seller experiences innovating our delivery model, drive increased opportunity win rates and customer up/cross sell through progressive and credible presales expertise – Always seeking to ‘raise the bar’
- Create and execute on a business plan which is aligned to CDW’s business strategy and delivers profitable outcomes
- Be confident and comfortable running a P&L aligned to annual business objectiveswhere relevant
- Continue to evolve the business unit to ensure relevance and forward thinking – never standing still
- Proactively engage with sales leadership, sellers, and the wider business to assess and support opportunities in various stages of flight considering resource requirements and constraints
- Develop market insights and competitive intelligence in collaboration with the Solution Sales leadership team, Office of the CTO, Partner Management, Marketing and Sales teams that aid in the development and success of the Software Sales team
- Host, attend and participate in internal, customer or partner events to showcase CDW’s capability
- Continuously assess and develop the existing Software Sales team and recruit the best talent into the team to drive towards CDW’s core strategic objectives as well as always striving to improve standards
- Drive deliberate and exceptional collaboration across all presales business units delivering broad business outcomes for our customers
Management
- Create and foster an environment conducive to innovation, high productivity, and high quality, regularly observing the performance of direct and in-direct reports, ensuring they maintain focus, motivation, adhere to and improve quality standards.
- Lead and develop teams and individuals within their responsibility, motivating, mentoring, coaching and nurturing talent with a positive attitude – Ensuring teams are highly motivated, quality-minded, and commercially focused.
- Assist in the development of training and certification plans for the Solution Sales business in collaboration with the Learning & Development department aligned with business growth plans
- Contribute to the ongoing development of Solution Sales and the wider business culture, promoting diversity, team building, and learning opportunities – promoting a progressive environment that is fun to work in
- Attract new and retain existing coworkers that have technical or professional expertise that maintains and promotes capabilities needed by the UK business.
- Conduct monthly 121 meetings with the team, monitoring performance, supporting development, and completing the coworker life cycle process in line with Co-worker Services Guidance
- Accountable for accurate departmental financial forecasting, cost center management, opportunity cost model standards, staffing, recruitment, and coworker performance management
- Build and maintain strong relationships with other departmental leads (including US and Canadian peers) to maintain an awareness of developments within the wider business and support opportunities for standardisation across geographies where applicable.
- Act as a senior escalation point for business-critical events related to the business unit you lead, taking ownership of issues and driving remediation activity as necessary.
What we expect of you
- Proven successful experience in the Information Technology and Services market with demonstrable experience working in a leadership position as well as a track record of developing teams and individuals
- Proven C-level interaction, engagement and relationship management
- Demonstrable track record of driving revenue and profit growth, managing cost, and attracting, retaining, and developing talent
- Strong understanding and experience of the procurement lifecycle including negotiation, contracting, and the management of third parties
- Experience in building internal departmental brand and engaging with multiple internal business units
- Professional certifications (desirable) such as Sales, Business Administration or Leadership & Management qualifications
- Highly ambitious, credible, motivated, and accountable individual with an appreciation for building meaningful and lasting relationships.
- Detail-oriented with strong time management skills combined with the capacity to lead and work on multiple initiatives, as well as dynamically prioritize and pivot based on changing business needs
- Outstanding communications skills, with the ability to clearly and concisely present concepts and recommendations in verbal, written, and presentation formats to customers, senior leaders, and cross-functional audiences
- High levels of industry-related knowledge with an insatiable thirst for new information relevant to the market
- Prepared for occasional travel between CDW UK & International offices as the role requires whilst maintaining a suitable home life balance
- Ability to allocate time to undertake personal development activities such as attending training, achieving certifications, and focusing on soft-skill development – always seeking to personally develop as an individual
We make technology work so people can do great things.
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. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, 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.
CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, CDW’s goal is to get to know you as an applicant and understand your experience, strengths, skills, and qualifications. While AI can help you present yourself more clearly and effectively, the essence of your application should be authentically yours. To learn more, please review CDW's AI Applicant Notice.
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