Senior Global Account Manager (Office Enterprise)

About the role

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.
• Elevates and cultivates executive level relationships across countries (internally and externally).
• Negotiates large contracts, master supply agreements, and master contractual agreements with a good understanding of legal contract terms, risk landscape, and financial impacts, including both local and global implications.
• Identifies opportunities, assembles pursuit plans, leads contract negotiation, and assembles execution teams to meet expected program/project financial performance.
• Develops and executes 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 Strategic Account Plans.
• Provides tactical and strategic leadership in opportunity identification and issue resolution within assigned accounts or business units.
• Leads the pursuit of new agreements, Value-Add/Total Cost of Ownership (TCO) commitments, and increases 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 create solutions aligned with corporate supplier strategy.
• Identifies opportunities for related services offered by Wesco, facilitates introductions, and engages in multi-person sales cycles while retaining customer control.
• Collaborates across the entire Wesco organization to identify strategic solutions that "own the building."
• Communicates customer activity, opportunity status, renewal status, and strategic project progress to the executive team.
• Leads high-level sales engagements and identifies opportunities for improvement, recommending innovative solutions new to the marketplace.

Requirements

• High School Degree or equivalent (required).
• Bachelor’s Degree in Sales, Business Administration, Engineering, or a relevant field (preferred).
• 7+ years of sales experience in outside sales or global account management.
• History of success in maintaining and developing key relationships.
• Ability to strategically manage large, complex projects.
• 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, focusing on reaching decision-makers regardless of title.
• Strong negotiation and problem-solving skills.
• Proficiency with CRM software and Microsoft Office.
• Confident and relentless approach that can withstand significant internal and external pressure.
• Ability to navigate across cultures.
• 7 years of experience selling at an executive level as a key account manager or managing large account portfolios.
• 7 years of experience executing in a matrix organization managing multiple stakeholders and projects.
• Ability to travel 25% - 50%.

Pay

Annual salary range: $106,537 - $159,806. This amount reflects the reasonable expected pay range for the position; however, actual offer amounts may vary based on factors such as geographic location, relevant education, experience, qualifications, skills, shift, or any collective bargaining agreements. For eligible positions, compensation may include participation in a bonus or sales incentive plan, subject to the terms and conditions of the applicable plan documents. For certain sales roles, Wesco also offers a commission structure providing additional compensation based on sales results.

Benefits

Wesco offers a benefits program for eligible employees, which may include:

• Paid time off.
• Medical, dental, and vision coverage.
• Retirement savings plans.

About the team

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 dependable world. Wesco’s greatest asset is our people. We foster a workplace where every individual is respected, valued, and empowered to succeed, promoting a culture grounded in teamwork and respect. With a workforce of over 20,000 people worldwide, we embrace unique perspectives. Through comprehensive 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.