Principal Account Executive - Healthcare Enterprise

CDW•Houston, TX

2d•$69,000 - $94,000

About The Position

The Principal Account Executive (PAE) will oversee large, strategic enterprise and major accounts, driving high-value solutions and services across the organization. The Principal Account Executive is expected to be a subject matter expert, leveraging deep technical knowledge and business acumen to design and execute comprehensive solutions for complex customer needs. Recognized as a peer mentor to junior talent and new Coworkers. This role involves working closely with senior leadership both within CDW and with client organizations to shape long-term strategies and ensure consistent, high-impact growth. Leveraging advanced technical fluency, market insight, and executive-level relationship management to identify underserved customers and deliver transformative business outcomes.

Requirements

A minimum of ten (10) years of direct selling experience in a high-tech, customer-facing sales environment.
Bachelor’s degree in a STEM-related field, Business Administration, or equivalent practical experience.
In-depth understanding of key technologies, including but not limited to Cisco, Microsoft, IBM, EMC, and HP, as well as competitive equivalents.
Exceptional verbal and written communication skills, with the ability to engage effectively with stakeholders at all levels.
Proven sales expertise, with a demonstrated ability to meet targets and inspire enthusiasm in the sales process.
Strong strategic planning, time management, and organizational skills, with a keen attention to detail.

Responsibilities

Navigate highly complex, multi-location enterprise deals, aligning stakeholders with divergent objectives toward a unified vision and solution strategy.
Articulate CDW’s full technology ecosystem and services portfolio with confidence, adapting messaging to influence C-level buyers and IT decision-makers.
Maximize sales efficiency through mastery of CDW’s suite of selling tools and platforms, optimizing pipeline velocity and minimizing administrative overhead.
Translate executive-level strategic objectives into executable programs that measurably improve seller effectiveness and account performance.
Partner with Sales leadership to identify high-potential initiatives, define KPIs, and align programs with broader go-to-market strategy.
Analyze program data, customer insights, and seller feedback to refine go-to-market approaches, enhance engagement, and accelerate adoption.
Design and sustain a scalable enablement framework that supports continuous learning, strategic upskilling, and onboarding for new and tenured sellers alike.
Lead cross-functional collaboration across Sales, Marketing, Solutions Architects, Digital, and Operations teams to execute growth plans.
Influence senior leadership and client executives through data-driven insights, contributing to strategic account planning and enterprise-level forecasting.
Consistently achieves or exceeds 100% to goal through a blend of new books acquisition, upsells, and retention across the largest and most strategic accounts.
Supports the development and execution of account prioritization framework, incorporating customer lifecycle stage, relationship maturity, competitive positioning, whitespace opportunity, and long-term revenue potential. Balances between short-term wins and multi-year growth strategies across assigned accounts.
Creates and implements comprehensive account strategies, articulating a long-term vision for success, defining measurable business outcomes, and designing contingency pathways. Aligns internal and external stakeholders to shared goals while continuously identifying expansion opportunities.
Expertly navigates complex buying cycles, understanding internal client constraints and timing, mapping influence chains, and ensuring forward movement across decision stages. Enables the client to maintain momentum while minimizing friction in the procurement process.
Builds lasting client partnerships through credibility and consultative engagement. Establishes shared success criteria, communicates value realization, and continuously aligns offerings to evolving business priorities and establishes clear impact measurement metrics.
Leads advanced stakeholder management by conducting multidimensional stakeholder mapping, customizing value propositions, managing conflicting interests, and co-creating solutions that reflect both business objectives and personal motivations.