Sales Manager - Federal Navy and Army

CDW•Chicago, IL

22h•Hybrid

About The Position

At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It’s why we’re coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we’re headed. We’re proud to share our story and Make Amazing Happen at CDW. The Sales Manager is responsible for leading an inside and outside team of Account Managers within Federal DOD segment, meeting and exceeding sales and profit goals through the ownership of that team. This role is ultimately accountable for individual and team productivity and serves as a leader within the Sales organization. A core expectation of this role is to drive interdepartmental collaboration. This role will develop business relationships with customers and enhance customer loyalty by proving a superior customer experience. The Sales Manager will coach and develop a team of sellers, typically between 15-20 direct reports, and will manage a book of business worth a minimum of $100 million. 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. At CDW, we make technology work so people can do great things. We are a leading multi-brand technology solutions provider to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. Our coworkers across the globe are working together to bring technology to life for our customers by solving complicated IT business challenges, providing outstanding service, and orchestrating the technology landscape to optimize our customers’ performance.

Requirements

Associate’s degree
Applicants in Sales Role: Senior Account Manager, Executive Account Manager, Sales Team Leader or Account Executive (Field) Successful selling track record
Applicant in Non-Sales Role: Minimum 3 years of management experience with direct reports and 2 years with a successful track record in sales OR 3 years of executing on goals and knowledge of CDW sales, products and processes
Internal Applicants must currently be on the LEAP bench
Proven leadership skills
Ability to hire, motivate, coach and retain a diverse sales team
Strong consultative, solution based selling experience
Effective negotiation and closing skills
Strong conflict resolution and problem-solving skills
Ability to work in high stress and visibility environment
Must have strong interpersonal skills
Ability to communicate effectively and concisely using a variety of styles and techniques appropriate to the audience
Adaptable, ability to lead through change
Ability to utilize strategic thinking to fulfill long-term company goals
Excellent time management skills in order to manage multiple projects and initiatives simultaneously
Exceptional attention to detail and follow up skills
Ability to share in-depth knowledge of CDW capabilities with customers
Strong internal and external customer acumen, working with each customer at the highest levels of ethics and integrity
Must be able to travel up to 50% to customer meetings, events and/or other CDW locations
Must have reliable transportation
2 years of Industry experience or 2 years Distribution Channel experience

Nice To Haves

Preferably in Federal sector (Army and/or Navy)

Responsibilities

Develop sales strategies in tandem with Sales Directors based on sales and market trends
Develop and assign sales plans and territories for account manager team
Coach and advise team on strategies to improve sales performance, achieve goals and meet expectations
Manage resources for customers including technology specialists and vendor partners
Identify and participate in customer facing meetings and activities
Hire, train, coach and retain diverse sales team
Create and implement operating plans to achieve sales initiatives and segment goals
Manage strategic relationships with customers, peers and vendor partners
Collaborate with field sales team to build synergy within both inside and outside sales efforts
Travel to customer sites and customer facing activities as required
Engage resources on target accounts
Develop and manage monthly/quarterly sales projections, and order pipeline
Identify and assign resources, including annual Account Manager hiring forecasts and field Account Executives
Develop account strategies in tandem with Account Managers that promote profitable growth within segment
Operationalize and implement annual strategies and initiatives within assigned territory
Collaborate with Account Executives to build account development plans and strategies
Identifies new business opportunities and develops strategies to optimize new potential business
Assist sales team in building development and penetration strategies for their accounts
Monitor and measure performance of sales team
Attend to required order management tasks and escalated post sales activities
Manage and coach sales team towards goal attainment and customer satisfaction
Create team-oriented sales environment that rewards success and supports continuous improvement
Participate and potentially lead projects and/or task forces
Effectively communicate up, down and through the organization as required
Coach sales team to manage their individual business portfolios effectively and profitably
Ensures CDW policies and procedures and code of conduct are adhered and creates an environment that models the CDW Way
Hire/train/coach/retain sales team
Coordinate ongoing product and sales skill training for team
Actively pursue continuous personal growth and improvement
Successfully on-board new Account Managers
Manage team to ensure a superior experience for each customer
Actively engage and participate in customer facing activities/meetings
Proactively build solid business relationships with strategic customers and partners
Champion and be accountable for our vision of becoming an AI-fluent organization
Model curiosity, encourage responsible AI adoption, and foster a culture of continuous learning
Guide others in building confidence and capability with AI tools and practices, while promoting openness to experimentation and shared learning