Technology Lifecycle Manager

Job Description

The Sales Operations team’s mission is to function as an extension of the Sales Team and engage directly with clients and partners. Knowing and managing client, partner, and internal processes, understanding the impact of those processes, and often acting as liaisons is key to Sales Operations success.

The Technology Lifecycle Manager is primarily responsible for positioning lifecycle solutions to Burwood clients / prospective clients, and managing post‑sale lifecycle activities to ensure clients maximize the return on their technology investments and Burwood maximizes margin by leveraging partner incentives and programs.

The TLM will partner with Sales, Pre‑Sales, Sales Specialists, Product Ops, and Partner Relations to understand our clients’ desired business outcomes and align on our intended sales strategy. This role is intended to contribute to the sale of technology purchased through Burwood by demonstrating the value of our lifecycle services. These lifecycle services include, but are not limited to, Cisco Client Success plans (Software EA lifecycle services), Burwood ITAM and Lifecycle Services, and all other OEM adoption programs.

An important component of this role is obtaining an understanding of OEM Adoption and Lifecycle rules, programs, and incentives, and owning the process of achieving and securing incentives as they pertain to technology adoption and lifecycle. This includes requirements/compliance (registration, OEM pre‑approvals, etc), all forms of rebates, SPIFFs, and backend margin. The Technology Lifecycle Manager reports to the Sr. Director, Sales Operations, but partners daily with several other teams to provide a seamless offering to our clients.

Limited travel and after‑hours work related to campaigns and partner events may be necessary.

Collaborate in building out technology lifecycle solutions that Burwood will go to market with. These solutions include Burwood‑branded offerings and OEM lifecycle and adoption programs. Lifecycle services intend to help our clients “manage” the full lifecycle of their technology investment from “Day 2” to End of Term / End of Life. The TLM, with Sales, will consult with our clients to understand their technology spending strategies to help them achieve their desired business outcomes and goals.

The TLM is the “owner” of the entire technology lifecycle and will “Quarterback” all activities to ensure the client is seeing adoption of their assets and is receiving insight around, refresh, renewal, and optimization. In addition, the TLM will drive the cycle of land, adopt, manage, expand, and renew aligned with Burwood sales targets. Activities may be categorized as:

• OEM/partner specific:
  • Coordinating baseline authority and data insight approvals (i.e., Cisco, Digital Consent) to qualify opportunities.
    • Current install base details (assets and support contract details)
  • License / Subscription adoption reporting
  • Conducting client‑facing demonstrations of tools and services that support healthy IT asset management and cost/risk mitigation.
  • Owning operations and documentation tied to corresponding OEM incentives and rebates

Currently represents Burwood’s most significant opportunity to monetize lifecycle incentives. This offering requires the following tasks to be completed:

• May be vertically specific:
  Running a campaign as a major OS release will have a significant impact on the market, creating an opportunity, such as new legislation for healthcare, driving software adoption.
  • May be technology specific: developing a target client list…