Senior Global Account Manager (Office Enterprise)

WESCO; Carol Stream (IL); On-site; USD 120,000 - 160,000; Full time

Job summary

Wesco seeks a Senior Global Account Manager to lead a defined Microsoft segment; you will align Wesco resources and partner ecosystems to scale long‑term revenue opportunities across Microsoft offices, labs, and enterprise operations.

You will act as a global business architect, create new models, influence Microsoft strategy, and drive repeatable programs globally. Travel up to 50% is required.

Qualifications

• Requires proven success in executive relationship management across geographies.
• Demonstrated ability to manage large, complex global accounts and drive revenue growth.
• Strong contract negotiation skills and understanding of master agreements and risk implications.
• Experience leading cross-functional teams and coordinating resources across regions.
• Proficiency with CRM systems and MS Office; ability to navigate large matrix organizations.

Responsibilities

• Own global sales revenue targets for defined Microsoft segment.
• Cultivate executive-level relationships across multiple countries.
• Negotiate large contracts and manage risk and terms across geographies.
• Identify opportunities, assemble pursuit plans, lead negotiations, and build execution teams.
• Develop and execute strategies to attract, grow, and maintain global customer relationships.

Skills

Executive relationships

Global account management

Strategic selling

Contract negotiation

Cross-functional leadership

CRM software

Microsoft Office

Travel willingness

Education

Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred

Tools

CRM software

Microsoft Office

Job description

The Senior Global Account Manager serves as the global business leader for a defined Microsoft business segment, combining strategic account management, business development, executive relationship management, commercial leadership, and ecosystem orchestration. The role is accountable for identifying, developing, scaling, and protecting long‑term revenue opportunities across Microsoft's global office, lab, technology hubs and other enterprise operations while aligning Wesco resources, supplier partners, program management, supply chain, inventory, engineering, and regional sales teams to execute at scale.

Unlike a traditional account manager, the SGAM functions as a global business architect—responsible for creating new business models, influencing Microsoft strategy, expanding Wesco's value proposition, and driving adoption of repeatable programs across multiple geographies and customer organizations.

Responsibilities:

• Ensures achievement of global sales revenue targets.
• Ability to elevate and cultivate executive level relationships across countries (internally and externally).
• Ability to negotiate large contracts, master supply agreements, master contractual agreements. Good understanding of legal contract terms. Must be able to understand the risk landscape and financial impacts of these contracts. Need to understand both local impact of contracts, as well as global implications.
• Expert ability to identify opportunities, assemble pursuit plan, lead contract negotiation, and assemble execution team to meet expected program/project financial performance.
• Strong ability to develop and execute strategies to attract, grow, and maintain global customer relationships, including executive relationships, customer mapping, and reference selling.
• Accountable to senior management globally to lead the development and execution of the Strategic Account Plans.
• Provide tactical and strategic leadership in opportunity identification & issue resolution occurring within assigned account and/or business unit.
• Takes the lead in pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments and increasing customer wallet-share.
• Maintains and manages a pipeline of opportunities at named accounts, including Renewals, Projects, and share improvement opportunities.
• Engages strategic supplier senior sales and senior management resources to enlist support and create solutions that adhere to corporate supplier strategy implications.
• Strong capability to identify opportunity for related services offered by company, facilitate introductions, and engage in multi-person sales cycle while retaining customer control.
• Cross collaboration across the entire Wesco organization, identify strategic solutions that "own the building".
• Communicates Customer Activity, Opportunity Status, Renewal Status, and Strategic Project progress to executive team.
• Expert in strategic selling and takes the lead in high level sales engagements.
• Identifies opportunities for improvement and recommends internal and external innovative solutions new to the marketplace.

Qualifications:

• High School Degree or Equivalent required.
• Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred.
• 7+ years - sales experience in outside sales or global account management.
• History of success maintaining and developing key relationships.
• Ability to strategically manage large complex projects.
• Ability to understand where potential exists in assigned accounts and can recognize and create opportunities.
• Understanding of business and management principles involved in strategic planning, resource allocation, leadership techniques, production methods and coordination of people and resources.
• Effective communication and interpersonal skills with an aptitude for building strong client relationships.
• Ability to network and navigate the political landscape of large complex customers, with a focus on reaching the decision-maker regardless of title.
• Negotiation and problem-solving skills.
• Proficiency with CRM software and Microsoft Office.
• A confident and relentless approach that can withstand significant internal & external pressure.
• Understands how to navigate across cultures.
• 7 years - Experience selling at an executive level as a key account manager/management of large account portfolios.
• 7 years - Experience in executing in a matrix organization managing multiple stakeholders and projects.
• Ability to travel 25% - 50%.

#LI-BW1

At Wesco, we build, connect, power and protect the world. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on.

Our Company’s greatest asset is our people. Wesco is committed to fostering a workplace where every individual is respected, valued, and empowered to succeed. We promote a culture that is grounded in teamwork and respect. With a workforce of over 20,000 people worldwide, we embrace the unique perspectives each person brings. Through comprehensive benefits (https://www.wesco.com/us/en/our-company/careers/work-at-wesco.html#benefits) and active community engagement, we create an environment where every team member has the opportunity to thrive.

Founded in 1922 and headquartered in Pittsburgh, Wesco is a publicly traded (NYSE: WCC) FORTUNE 500® company.

Wesco International, Inc., including its subsidiaries and affiliates ("Wesco") provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. US applicants only, we are an Equal Opportunity Employer.

Los Angeles Unincorporated County Candidates Only: Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance and the California Fair Chance Act.

This posting is for a current, active vacancy intended for immediate hire.