Practice VP Microsoft Sales

CDW; Springfield (IL); On-site; USD 160,000 - 190,000; Full time

Job summary

CDW seeks a Practice VP, Microsoft Sales & Go-to-Market to lead growth across Microsoft offerings, align with Microsoft and internal leadership, and drive the strategy for software, cloud, and data solutions. This executive role oversees sales leadership, go-to-market execution, and cross-functional collaboration to accelerate customer value and cloud adoption.

The candidate will manage a geographically distributed team, influence at the executive level, and shape the practice’s roadmap with a

Qualifications

• Minimum of fifteen years in technical sales leadership, or 19+ years in technical role.
• Experience in Microsoft ecosystem, co-sell motions, funding programs, and marketplace opportunities.

Responsibilities

• Define and drive the Microsoft practice sales strategy and annual growth plan.
• Lead and develop a geographically distributed sales and pre-sales team; establish operating routines.
• Foster executive relationships with Microsoft leaders and align on co-sell execution and joint account planning.
• Build and manage go-to-market motions to accelerate customer acquisition, adoption, and retention.
• Ensure disciplined forecasting, pipeline management, and performance reporting at scale.

Skills

Executive leadership

Strategic sales planning

Cloud & AI sales

Customer relationship management

Forecasting & pipeline

Education

Bachelor's degree or equivalent in CS/IS/Eng

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:

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.

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 setAnnual bonus target of $140,000 subject to terms and conditions of plan

Benefits overview

Salary ranges may be subject to geographic differentials

About us

We make technology work so people can do great things. 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, or status as a protected veteran.

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.

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.