Sales Manager - IBM National Practice

About this role

The Sales Manager leads a team of sales professionals operating within a foundational scope in a  specific sales segment, driving sales and profit goals through effective team management. This role focuses on day-to-day sales leadership, coaching and developing Account Managers, and delivering short-term sales and services results. The role also requires the Sales Manager to deepen their own functional expertise to better support team performance and customer outcomes.  

What you will do:     • Lead & Develop the Team: Manage a team of Account Managers, Account Executives and/or Client Executives; hire, train, retain, and develop a diverse team; coach and advise team on sales strategies and performance improvement.

• Sales Planning & Execution: Develop and assign sales plans and territories. Implement operating plans to achieve segment goals.

• Customer & Partner Engagement: Oversee customer relationships and ensure superior customer experience. Collaborate with field sales teams and vendor partners.

• Performance Management: Monitor and measure team performance.

What we expect of you: • Experience: 5+ years related experience; 0–3 years management experience.

• Education: Associate’s degree or equivalent experience (5+ years sales management).

• Knowledge & Skills: Strong communication and interpersonal skills, coaching and performance management to foster continuous learning, effective team management & motivation, CRM tools/software proficiency, and ability to analyze sales data and market trends. Thorough knowledge of CDW’s products/services.

• Other: Internal applicants must be on LEAP bench; travel up to 20% to customer meetings.

Competency Framework (Pillars & Expectations) • Business & Market Leadership • Segment Knowledge: Has a deep understanding of segment-specific challenges and opportunities.  Apply segment plays. Ensure team understands customer needs and offerings.

• Strategic Acumen: Demonstrate ability to align with long-term business goals and navigate complex orgs. Apply segment operating plan to team execution. Connect daily activity to targets. Use data to adjust tactics.

• Customer & Partner Impact • Outcome-Based Selling: Translate CDW’s value into measurable customer outcomes. Coach teams to connect solutions to measurable outcomes. Reinforce sales process discipline.

• People Leadership & Talent • Coaching & Enablement: Develop team capabilities and drive performance. Provides day-to-day coaching. Manage performance. Hire and develop Account Managers.

• Transformation & Operating Excellence • Change Leadership: Lead through transformation and ambiguity. Lead team through change with clarity and accountability. Maintain operating rhythm.

• Territory Optimization: Optimize territory coverage, prioritization, and resource alignment.  Execute territory/sales plans; align coverage and priorities within team scope.

Pay Range:  $80,000– $105,000 based on experience and skill set Annual Bonus Target:  $95,000 subject to plan terms and conditions Benefits Overview:  https://cdw.benefit-info.com/

CDW is committed to being an AI-fluent organization As a leader, you will champion and be accountable for our vision of becoming an AI-fluent organization. We expect leaders to model curiosity, encourage responsible AI adoption, and foster a culture of continuous learning. You don’t need deep technical expertise, but you should be comfortable exploring how AI can enhance strategy, decision-making, and team performance. Your role includes guiding others in building confidence and capability with AI tools and practices, while promoting openness to experimentation and shared learning. 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.

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