Sales Manager - Federal Navy and Army at CDW

**Who this is for** This role is for a seasoned sales leader experienced in the federal sector, specifically targeting Department of Defense (DOD) accounts. It

Work type: remote

Location: Chicago / Adams - IL

Salary: $80,000 – $120,000/yr

Type: Full-time

Summary

**Who this is for** This role is for a seasoned sales leader experienced in the federal sector, specifically targeting Department of Defense (DOD) accounts. It is designed for someone who thrives on managing large, high-stakes portfolios and enjoys mentoring diverse teams of sales professionals. **Key highlights** You will oversee a substantial $100M+ book of business, driving both inside and outside sales strategies. The position emphasizes cross-functional collaboration and the professional development of 15-20 direct reports to ensure consistent growth and customer loyalty within the federal space. **You might be a good fit if you...** - Have proven experience in sales leadership, specifically within the Federal/DOD segment. - Excel at coaching teams and managing large-scale account portfolios. - Can successfully align sales strategies with market trends and operational goals. - Demonstrate strong interpersonal skills to navigate complex vendor and customer relationships.

Job Description

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.

Job Summary

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.

What you will do:

• 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.

• 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

• Preferably in Federal sector (Army and/or Navy)

Annual bonus target of $85,000 subject to terms and conditions of plan 
Benefits overview: [https://cdw.benefit-info.com/](https://cdw.benefit-info.com/) 
Salary ranges may be subject to geographic differentials 

CDW is committed to being an AI-fluent organization

As a leader, you will champion and be accountable for our vision of becoming an AI-fluent organization. We expect leaders to model curiosity, encourage responsible AI adoption, and foster a culture of continuous learning. You don’t need deep technical expertise, but you should be comfortable exploring how AI can enhance strategy, decision-making, and team performance. Your role includes guiding others in building confidence and capability with AI tools and practices, while promoting openness to experimentation and shared learning.

Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that’s curious, adaptive, and ready to explore what’s possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.

About Us

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.

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