Senior Partner Manager

Description

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 proud to share our story and Make Amazing Happen at CDW.

CDW UK and International priorities are:

• Be the leading integrated technology solutions provider
  to the markets we serve.

• Everything we do revolves around the customer.

• Accelerate growth of strategic services and solutions.

As an IT solutions provider, partnerships are the fundamental centre point in delivering stakeholder value.

Senior Partner Manager s are accountable leaders of one of within CDW’s cross technology pilar Diamond partnerships across UK & International entities. This role will be supported by the Programmes & Incentives Specialist and has a focus on delivering:

• Commercial Excellence – Deliver Sustainable YoY Profitability

• Partner Experience – Drive incremental value for our partner community.

• Sales & Customer Experience – Drive relevance across internal and external customers

These goals supported by the CDW Way, our data driven decision making, cross-departmental collaboration and a continual improvement culture.

A Successful Senior Partner Manager will be able to demonstrate team and personal contribution in developing partnerships across Commercial Excellence, Partner Experience and Sales & Customer Experience.

• Partner & CDW Services Revenue Growth (%)

• Partner Investment Growth (PCI %)

• Partner Reinvestment Performance (%)

• Partner Programme Utilisation (£)

• Partner MOU Performance (£)

• Aligning with our Partner Plan & Strategy (executed and documented Goal Setting, QBRs, Business Planning and internal and external Stakeholder Mapping) and executing with sales, solutions, services, and marketing individuals ensuring CDW are expanding its network within partners.

• Partner Compliance (e.g. % Accreditations, Contracts & Certifications)

• Partner ROI (Percentage Return on Investment)

• Execution of Relevant Communication (Communicate CDW’s Partner Pedigree, Capability & USPs, Partner Insights, incentives, events)

• Drive Seller Adoption Through Personal Brand

• Demonstrate continual improvement for the Microsoft Practice by delivering regular improvements to enhance Partner Experience, Customer & Sales Experience and Commercial Excellence across the Practice and Solutions organisation.

Whilst the Senior Partner Manager will collaborate cross functionally with other responsible teams, the Senior Partner Manager is accountable for the partnership between CDW and the partner.

• Lead the review of partner rebate schemes and targets and informing Solutions, PPM and sales leadership regularly (and with notice) on key actions they should take to enhance partner schemes and CDW profitability. This could be on a deal-by-deal basis.

• Using Partner & Finance Reporting, the Senior Partner Manager is the rebate profitability owner of the partnership, ensuring all partner schemes are maximised and demonstrating personal and team contribution towards driving a profitability result. Particularly focus will be on large MOU investment agreements with partners.

• Negotiation and execution of Partner Commercial Agreements of our largest partnerships with the support of PPM, Solutions and Sales Leadership.

• Maximizing Partner Program Opportunity and Profitability for CDW & Sales teams.

• Documenting and Driving Sales Accountability in an agreed & executed Partner Plan with leadership from Sales, Solutions, Marketing and OCTO Teams (Executed Goal Setting, QBRs, Business Planning and Stakeholder Mapping).

• Deep understanding of local and global partner opportunity, competitor, landscape, and actioning refresh/White spacing opportunity with Marketing, Sales & Solutions.

• Overall accountable for…