Practice VP Microsoft Sales

CDW; Illinois; Hybrid; USD 160,000 - 190,000; Full time

Job summary

CDW is seeking a transformative Practice VP, Microsoft Sales & Go-to-Market to accelerate growth across Microsoft software, cloud, and services. You will lead a cross‑functional team of sales, BD, and pre‑sales, drive multi‑product expansion, and partner with Microsoft and internal stakeholders to accelerate customer adoption and long‑term value.

The role requires deep Microsoft ecosystem knowledge, senior leadership experience, and a proven ability to scale cloud and technology services with a

Qualifications

• Bachelor's degree or equivalent experience in Computer Science, MIS, IT, Engineering, Math, or related field.
• 15+ years in a technical role (19+ years also noted).
• Experience leading senior sales roles within Microsoft, a Microsoft partner, cloud consulting organization, or SI/tech services provider.
• Deep knowledge of the Microsoft ecosystem, including co-sell motions and marketplace opportunities.

Responsibilities

• Own growth of the Microsoft practice across software, cloud, professional services, and managed services.
• Define and execute the Microsoft practice sales strategy and annual growth plan.
• Drive revenue, bookings, consumption, pipeline, renewal, and profitability targets for the Microsoft portfolio.
• Build predictable growth through disciplined pipeline management, forecasting, and account planning.
• Lead a geographically distributed team of sales, business development, and pre‑sales leaders.
• Establish operating mechanisms to improve sales productivity and forecast accuracy.

Skills

Sales leadership

Microsoft ecosystem

Cloud & AI

Executive relationships

Forecasting

Education

Bachelor's degree or equivalent

MBA preferred

Job description

Fueled by our shared passion and expertise, CDW delivers innovative technology solutions for our customers. We’re also committed to fostering an environment that embraces collaboration, celebrates integrity, inclusivity, and individuality, and paves the path for personal and professional growth. Experience a life in balance and join us on the journey forward.

Job Summary

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. They will help position CDW as Microsoft's premier partner for software, Azure, Data & AI, security, modern work, professional services, and managed services.

What you will do:

• 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.

What we expect of you:

• 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.

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: https://cdw.benefit-info.com/ Salary ranges may be subject to geographic differentials

About us

CDW is a Fortune 500 technology solutions provider to business, government, education, and healthcare organizations across the globe. 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 your long‑term, full‑stack, full‑lifecycle technology partner. We have the experience, expertise, scale, relationships and deep industry knowledge to bring just about any vision to life. Together, we can deliver the full promise of what technology can do. Together, we Make Amazing Happen.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, or status as a protected veteran.

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.

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.

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.