Major Acquisition Account Manager

Job description

The Strategic Customer Development Account Manager (AM) is responsible for driving sales growth, managing client relationships, and expanding market presence in companies aligned to the Major Account segment in Commercial Sales. This is a strategic, customer-facing role that focuses on business acceleration which includes extensive customer outreach, identifying new opportunities, engaging with manufacturer partners, collaborating with teammates from the Integrated Technology Solutions group, and executing strategic sales plans to recommend and deliver tailored IT solutions to high-potential, low-spend clients in target markets.

This is a hybrid role that requires AMs to be in the Tampa office on Tuesdays, Wednesdays and Thursdays.

What you'll do

Customer Ownership: AMs are the primary owners of customer accounts, managing relationships remotely via phone and email.

Sales Execution

Responsible for meeting revenue and gross profit goals across assigned accounts in the segment.

New Business Development

AMs are the primary drivers of new business development with high potential, under penetrated customers in the Major Account segment. Customer-oriented CDW business intelligence and marketing-driven campaigns will supplement and support AM/AR customer outreach.

Emerging Technology

AMs will maintain sales and technical certifications with strategic partners and areas of emerging technology to confidently advise customers on full-stack solutions.

Technical Coordination

While not technical specialists, AMs possess broad IT product knowledge and collaborate with solution architects and manufacturer partners for complex needs.

Strategy and Market Development

Research and analyze market trends, customer needs, and competitive landscape to identify and pursue new business opportunities in assigned customers. Engage in strategic planning, including territory management, partner engagement, and customer development.

Performance Metrics

Track and report on sales performance and pipeline, including revenue, services, and gross profit against goals as well as phone, email and calendar-based meeting expectations to produce desired outcomes associated with the position.

Operational Excellence

Collaborate with internal teams to ensure a seamless experience for CDW customers and partners. Maintain accurate client records in Salesforce to prepare forecasts, reports, and account performance analyses.

What we expect of you

CDW Sales Experience: 24 months of Territory or Majors sales experience via Academy/Residency Program preferred but must have a minimum of 12 months CDW sales experience and currently be on a Territory or Majors team. Coworkers coming from Verticals, Education or Government Territory teams will need direct manager, Director and VP approval. Experience should include proven new business development, strong experience with emerging technology, experience with technical coordination (with Solutions Architects and partner representatives) to support technology driven outcomes and performance metrics and operational excellence (track and manage pipeline) to demonstrate the sales professional can/has run a strong portfolio/business.

Communication & Interpersonal Skills

Ability to translate technical concepts into business language. Strong presentation and stakeholder engagement skills.

Customer Service Orientation

Experience supporting clients or internal teams and demonstrated ability to build trust and maintain long-term relationships.

Strategic Thinking

Align solutions with business goals with an outcome-oriented approach.

Analytical & Problem-Solving Skills

Ability to assess complex issues and recommend scalable solutions.

Adaptability & Continuous Learning

Staying current with emerging technologies and trends. Willingness to learn and evolve with changing tech environments.

Collaboration & Leadership

Experience working within a team or cross-functionally while leading through example with a positive, collaborative mindset.

Salary Range

$65,000.00 base, plus uncapped commissions Salary ranges may be subject to geographic differentials Benefits overview: https://cdw.benefit-info.com/ CDW is committed to being an AI-fluent organization We’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.

About Us

CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what’s possible through technology. What makes CDW different isn’t just what we do—it’s how we do it. At CDW we act as one—building trust, speaking candidly, and working together to achieve more. We play to win—focusing on what matters most and delivering for our customers. And we think forward—staying curious, moving fast, and continuously learning.

We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That’s why we think of ourselves as coworkers, not just employees—working together to solve complex challenges and deliver real impact for our customers and communities. As a full‑stack, full‑lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes.

When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what’s next. Together, we deliver the full promise of what technology can do. Together, we Make Amazing Happen. 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.