[Hiring] Practice VP Microsoft Sales @CDW

Role Description

The Practice VP, Microsoft Sales & Go-to-Market is a key member of the Microsoft Services & Solutions leadership team responsible for driving growth across CDW's Microsoft business. This executive owns the sales strategy, revenue performance, sales leadership, and go-to-market execution for CDW's Microsoft portfolio. They lead a team of sales, business development, and pre-sales leaders aligned to CDW's customer segments and partner closely with Microsoft, CDW sales leadership, solution architects, professional services, managed services, and operations teams to accelerate customer acquisition, expansion, cloud consumption, and long-term customer value. The ideal candidate is an accomplished sales leader with deep experience scaling cloud and technology services businesses through strong field alignment, executive relationships, operational rigor, and high performing teams.

What you will do:

• Lead Sales Strategy and Revenue Growth
  • Own accountability for Microsoft practice growth across software, cloud consumption, professional services, managed services, partner incentives, and strategic partnership outcomes, ensuring all growth motions operate through a unified sales and operating cadence.
  • Define and execute the Microsoft practice sales strategy and annual growth plan.
  • Drive attainment of revenue, bookings, consumption, pipeline, renewal, and profitability targets across the Microsoft portfolio.
  • Build predictable growth through disciplined pipeline management, forecasting, account planning, and opportunity progression.
  • Accelerate cross-sell and expansion opportunities spanning software, Azure, Copilot, Security, Modern Work, Data & AI, professional services, and managed services.
• Lead Sales Leadership and Market Growth
  • Lead and develop a geographically distributed team of sales, business development, and pre-sales leaders.
  • Drive accountability, execution excellence, and customer outcomes across CDW's customer segments and market motions.
  • Establish operating mechanisms that improve sales productivity, forecast accuracy, opportunity conversion, and market penetration.
  • Create consistent sales management disciplines, performance expectations, and coaching frameworks across the organization.
• Lead Microsoft and Executive Sales Relationships
  • Build executive-level relationships across Microsoft sales, partner, and solution organizations.
  • Drive field alignment, co-sell execution, and joint account planning with Microsoft leaders.
  • Maximize Microsoft investments, incentives, funding programs, marketplace opportunities, and strategic growth initiatives.
  • Serve as an executive sponsor for strategic customer and Microsoft engagements.
• Lead Go-to-Market Execution
  • Align sales, business development, solution architects, services, managed services, marketing, and operations teams around common growth objectives.
  • Build repeatable sales and go-to-market motions that accelerate customer acquisition, adoption, consumption, expansion, and retention.
  • Drive continuous improvement of the Microsoft practice operating model and growth strategy.
• Build and Develop an Elite Sales Organization
  • Recruit, coach, and develop high-performing sales and growth leaders.
  • Establish clear performance expectations and accountability measures.
  • Create leadership depth and succession plans across the organization.
  • Foster a culture centered on customer obsession, outcome-based selling, collaboration, and innovation.
• Executive Leadership
  • Serve as a key member of the Microsoft Services & Solutions leadership team.
  • Provide visibility into performance, risks, investments, and growth opportunities.
  • Partner with finance, operations, marketing, delivery, and alliance leaders to achieve practice objectives.

Qualifications

• Bachelor's Degree or equivalent experience in Computer Science, Management Information Systems, Information Technology, Engineering, Mathematics, or a related field.
• Minimum of fifteen years in technical role.
• 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 motions 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 sales organizations that combine software, cloud, professional services, and managed services offerings into integrated customer solutions.
• Strong executive presence with the ability to influence internally and externally with customers, partners, and Microsoft.
• Experience scaling growth organizations during periods of transformation and rapid expansion.
• Track record of selling and expanding complex, multi-service engagements spanning advisory, implementation, and managed services.
• Strong operating discipline with 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 other CDW locations, meetings, partner events, and client sites.
• Advanced degree (MBA) preferred.

Requirements

• Pay range: $160,000 - $190,000, depending on experience and skill set.
• Annual bonus target of $140,000 subject to terms and conditions of plan.
• Benefits overview: CDW Benefits
• Salary ranges may be subject to geographic differentials.