AddressThe Senior Software Solution Advisor (Sr. SSA) is an expert software advisor supporting CDW customers with all facets of their software solution needs. The Sr. SSA will be a team lead amongst a group of regionally aligned SSAs. The Sr. SSA will work with their internal and external peers in a regional pod to reach the SSA’s mission to align the right solution to the right client and grow our business profitably with a cloud first approach.
Key Areas of Responsibility
- The Sr. SSA will manage and grow a strategic portion of their region’s Microsoft book of business and relationship.
- Monitor Technical Opportunity Manager (TOM) cases for the regional pod to ensure quality and completion within defined SLA times and be point of escalation.
- Onboarding and mentoring new hires into regional pod.
- Manage and achieve all gross profit sales goals for the assigned segment.
- The Sr. SSA will partner with CDW stakeholders in the field on key customers to manage and grow their Microsoft business.
- Position our CSP offerings effectively and educate both clients and account managers in order to grow existing clients and gain net new CSP seats.
- Grow our existing Enterprise Agreement client base by maximizing on-time incentives, and helping evolve clients to the cloud (Azure, M365, etc.).
- Supporting MPSA and Select business for clients that are not yet ready to evolve into our cloud offerings.
- Provide account managers and their clients with consistent and excellent guidance on a daily basis.
- Participate in all steps of the CDW Contract Management methodology.
- Assist in identifying and driving up-sell as well as additional product opportunities.
- Participate in proactive campaigns focused on driving customers to new offers.
- Partner with software sales and solutions coworkers to add value to mutual customers and capture a greater share of software purchases.
- Respond to email or phone inquiries from Account Managers and Field Account Executives.
- Participate in conference calls with customers to explain and help determine the best acquisition method for their needs, including multi-program cost analysis comparisons.
- Prepare Partner contracts for customer signature and understand the specifics of the contractual requirements.
- Develop training content and ensure regional pod enables the sales teams to position Microsoft solutions to their client base by teaching product acquisition, program knowledge, services offerings, leveraging funding programs and how to provide up-sell opportunities.
- Develop and lead strong partnerships with Microsoft counterparts including inside and field account executives in region supported.
- May be responsible to travel between CDW offices and to visit client locations as appropriate.
- The Software Solutions Advisor – Microsoft will have the responsibility to lead the following tasks in the various Microsoft programs. The Sr. SSA will need to maintain expertise in all Microsoft solutions and product acquisition programs. The Sr. SSA will also carry responsibilities in additional activities related to the CDW and Microsoft partnership. The following list encompasses example activities required in the Sr. SSA role.
- Strategic Account Management
Limited number of nominated incubation accounts defined by software and sales (majors) - Pod Team Lead
- First Escalation Point
- Lead Pod Roundtables
- Track in market events for the region
- WinWire Submissions
- Pod Health Report delivered to leadership
- SSA Onboarding
- Mentor new hire SSAs
- Bootcamp Agenda Created and Scheduled
- Create and Assign content
- BDS Liaison
- Monthly sync with BDS team for better teaming between roles
- Microsoft Liaison
- Responsible for setting up cadence calls with Microsoft in territory
- Take mapped Account Executive Enterprise Agreement file to our SSA and make sure calls are booked
- Report back health of relationship to SSA managers
- Is the primary “go to” for any unknown MS Account Executive account connections
- PCE Liaison
- SSA Huddle
- Coordinate with leadership on bi-annual training huddles and events
- Agenda – coordinate with stakeholders and assign topics
- Identify presenters, preview content and ensure delivery of collateral
- Special Projects
- SSAs will be responsible for managing overarching special projects that leadership may require assistance. Other members of the SSA community may assist as well, but there will be one Sr. SSA that will be point person for their special project. These projects may be changed as business needs change.
- CDW CSP
- Identify New Cloud Opportunities
- Microsoft Hybrid Cloud Benefit Discussion
- Microsoft On Premise to Cloud Benefit Discussion
- Microsoft Cloud Post Sale Support
- Enterprise Agreement (EA)
- End User License Cost Analysis
- EA Contract Creation – New / Renewal
- EA Credit Requests
- EA New / Add-On / True Up / Renewal Quotes
- EA New / Add-On / True Up / Renewal Orders
- Request and update any required Microsoft documents as governed by partner certification policies.
- Return Exception Requests
- MPSA
- MPSA Discussion / Evaluation
- Provide MPSA Quote / Order Guidance
- MPSA Issue Resolution
- Additional Expectations
- Customer Events – Red Carpet
- General MS End User License / Program Questions
- Training – AM MS Product Acquisition Programs / Updates
- Manage and Maintain Software Pipeline
- Maintain Objectives Outlined in SSA Score Card
Education and/or Experience Qualifications
- Minimum 2 years as a CDW SSA/SSE/ESA
- Bachelor’s Degree or equivalent experience
- Minimum 2 on PMP in the past 24 months
- Have a Licensing Microsoft Certified Partner certification (or equivalent)
Required Qualifications
- Excellent communication skills with customers, Account Managers and Microsoft organization
- Outstanding licensing, negotiation and closing skills
- Proven customer facing ability
- Excellent multitasking capabilities in a fast-paced environment
- Strong organization and time management skills
- Ability to understand, remember, and apply oral and/or written instructions or other information. Ability to organize thoughts and ideas into understandable terminology. Ability to multi-task, organize and prioritize. Ability to apply common sense in performing job. Ability to understand and follow basic instructions and guidelines. Ability to travel as needed.
Preferred Qualifications
- Previous mentorship experience within CDW
- Acceptance into CDW Emerging Leaders Program
- 2 years minimum sales experience in Microsoft Licensing and contractual software licensing
- Proven ability to exceed sales quotas on a regular basis
