Practice VP Microsoft Sales

CDW • Virtual - Illinois, IL

1d • $160,000 - $190,000

About The Position

The Practice VP, Microsoft Sales & Go-to-Market is a member of CDW's Microsoft Services & Solutions leadership team, responsible for sales strategy, revenue performance, sales leadership, and go-to-market execution across CDW's Microsoft portfolio. The role leads sales, business development, and pre-sales leaders aligned to customer segments and works closely with Microsoft and CDW teams to accelerate customer acquisition, expansion, cloud consumption, and long-term customer value. The position supports CDW's role as a Microsoft partner across software, Azure, Data & AI, security, modern work, professional services, and managed services.

This executive leads Microsoft practice growth and operating performance, including revenue, bookings, consumption, pipeline, renewals, profitability, partner incentives, and strategic partnership outcomes. They establish sales strategy, annual growth plans, disciplined forecasting and pipeline practices, and repeatable sales motions. They also develop the sales organization, maintain executive relationships with Microsoft and customers, coordinate cross-functional go-to-market execution, and report on performance, risks, investments, and opportunities.

The role requires travel up to 50% or as needed to CDW locations, meetings, partner events, and client sites. Compensation is $160,000–$190,000 depending on experience and skill set, with an annual bonus target of $140,000 subject to plan terms and conditions. Salary ranges may be subject to geographic differentials.

Requirements

• Bachelor's degree or equivalent experience in Computer Science, Management Information Systems, Information Technology, Engineering, Mathematics, or a related field.
• Minimum of 15 years in a technical role; the posting also states “Or 19 years in technical role.”
• Successful leadership experience in senior sales roles within Microsoft, a Microsoft partner, cloud consulting organization, systems integrator, or technology services provider.
• Deep knowledge of the Microsoft ecosystem, including co-sell motions, funding programs, marketplace opportunities, partner strategy, and solution-led sales across cloud, AI, security, modern work, and data platforms.
• Experience leading large, geographically distributed sales and business development organizations.
• Demonstrated success growing software, cloud consumption, professional services, and managed services businesses simultaneously.
• Experience driving Microsoft Cloud, Azure, Copilot, Security, Data & AI, and Modern Work growth motions.
• Experience leading organizations that integrate software, cloud, professional services, and managed services into customer solutions.
• Strong executive presence and ability to influence customers, partners, Microsoft, and internal stakeholders.
• Experience scaling growth organizations during transformation and rapid expansion.
• Track record of selling and expanding complex, multi-service engagements spanning advisory, implementation, and managed services.
• Strong operating discipline and expertise in forecasting, pipeline management, performance management, and executive reporting.
• Exceptional communication, strategic planning, organizational, and leadership skills.
• Ability and willingness to travel up to 50% or as needed to CDW locations, meetings, partner events, and client sites.

Nice To Haves

• Advanced degree (MBA) preferred.

Responsibilities

• Own Microsoft practice growth across software, cloud consumption, professional services, managed services, partner incentives, and strategic partnership outcomes.
• Define and execute the Microsoft practice sales strategy and annual growth plan.
• Drive revenue, bookings, consumption, pipeline, renewal, and profitability targets across the Microsoft portfolio.
• Improve predictable growth through pipeline management, forecasting, account planning, and opportunity progression.
• Accelerate cross-sell and expansion across software, Azure, Copilot, Security, Modern Work, Data & AI, professional services, and managed services.
• Lead and develop a geographically distributed team of sales, business development, and pre-sales leaders.
• Drive accountability, execution excellence, and customer outcomes across customer segments and market motions.
• Establish operating mechanisms and consistent management disciplines to improve sales productivity, forecast accuracy, opportunity conversion, and market penetration.
• Build executive relationships across Microsoft sales, partner, and solution organizations; drive field alignment, co-sell execution, and joint account planning.
• Maximize Microsoft investments, incentives, funding programs, marketplace opportunities, and strategic growth initiatives.
• Serve as executive sponsor for strategic customer and Microsoft engagements.
• Align sales, business development, solution architects, services, managed services, marketing, and operations teams around shared growth objectives.
• Build repeatable sales and go-to-market motions that accelerate customer acquisition, adoption, consumption, expansion, and retention.
• Continuously improve the Microsoft practice operating model and growth strategy.
• Recruit, coach, and develop high-performing sales and growth leaders; establish performance expectations, accountability measures, leadership depth, and succession plans.
• Foster a culture centered on customer obsession, outcome-based selling, collaboration, and innovation.
• Serve as a key member of the Microsoft Services & Solutions leadership team and provide visibility into performance, risks, investments, and growth opportunities.
• Partner with finance, operations, marketing, delivery, and alliance leaders to achieve practice objectives.
• Champion CDW's vision of becoming an AI-fluent organization by modeling curiosity, encouraging responsible AI adoption, and guiding learning and capability-building.

Benefits

• Annual bonus target of $140,000, subject to terms and conditions of the plan.
• Benefits overview is provided at https://cdw.benefit-info.com/; specific benefits are not detailed in the posting.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive