Strategy Manager - Data and Analytics - Digital Velocity

Summary

Play a critical role in the CDW Digital Velocity go-to-market strategy! CDW Digital Velocity (DV) is a Full Stack Digital Transformation Solutions Company that is solving our customers' toughest challenges and building our own products to take to market. On the Data team, we go to market with both direct channel and partner strategies, each of which require unique sales and technical skill sets combined with programmatic management to ensure success. Join a team of passionate technologists and strategists to own the success and growth of the business in relation to our largest partner relationships.

Key Areas of Responsibility

• Dedicated management and ownership of the strategic data partnerships in relation to DV Data and Analytics go-to-market.

• Shared management of initiatives and programs for key partners with the rest of the strategic partner business development team.

• Manage the execution of strategic sell-through partner programs and relationships, including maintaining and expanding existing partner program statuses.

• Maintain and grow relationships with partner program executive sponsors and stakeholders.

• Market CDW Data & Analytics differentiation and capabilities to our strategic partner's salesforce to drive demand for product sales & professional services.

• Educate and keep CDW DV and CDW sellers informed of details of partner incentive and sales acceleration programs to drive engagement.

• Ensure compliance with program requirements, including but not limited to reporting, delivery, contracting, and renewal timelines and dependencies.

• Manage the execution of CDW DV's strategic sell-to partner programs and relationships, including direct contract services and CDW DV Demand-Gen-as-a-Service (DGaaS) offerings: Identify, design, propose, and drive to closure the unique solutions and programs CDW DV can deliver with key partner stakeholders, including business unit leaders and sales executives.

• Identify partner go-to-market gaps that present opportunities for professional services including product development needs, consultancy, go-to-market enablement and/or demand-gen-as-a-service, and field/sales training or enablement.

• Manage all active direct-to-partner sales engagements, and coordinate and manage resources and their responsibilities within the sales cycle.

• Own responsibility for meeting and/or exceeding sell-to-partner sales targets.

• Drive partner stakeholder demand for participating in and receiving partner funding such as SDF, MDF, JMF, and PIP programs in order to fund and/or subsidize marketing efforts to increase awareness that directly translates into CDW DV Data opportunities.

• Proactively identify new sales, marketing, and delivery opportunities and channels.

• Ability to write, proof, and position technically focused proposals based on new sales opportunities identified,and to spearhead the development of concise Statements of Work (SOWs) that encapsulate project scope and deliverables for clear client understanding and agreement.

• Work with sales operations leaders to define and refine best practices and operating procedures that ensure scalable delivery through partner programs.

• Work with executives, technical leaders, and delivery practice leaders to formulate offerings specific to partner programs.

• Partner with marketing, sales, and Data & Analytics resources to deliver on proposed partner MDF programs.

• Partner with CDW DV marketing manager to identify demand generation and education opportunities to partner sales field, including assisting with newsletter content, in-person or virtual events, blogs, and all marketing efforts targeted at partner audiences.

• Work with ancillary technology partners that complement strategic partner sell-to or sell-through pipeline.

• Manage multiple priorities, projects, and deadlines in a busy and fast-paced environment.

• Be a self-starter and proactive with regards to getting things done.

• Manage up, down and across stakeholders.

Education and/or Skill Set Qualifications

• Five or more years' experience selling in a high-technology customer-facing sales environment.

• Bachelor's degree

The Ideal Candidate Will Have

• Exceptional interpersonal skills, with a track record of building and maintaining strong professional relationships both internally and with external partners.

• Experience with the partner programs and engagement processes for Data partners such as Microsoft, AWS, Snowflake & Denodo.

• Skilled at bringing different stakeholders together to agree on the details of a project and create clear, standardized Statements of Work (SOWs) for fixed-fee or packaged service offerings.

• Creative self-starter, who can self-manage and be willing to take calculated risks.

• Ability to identify, synthesize, and relay technical value propositions and pitches specific to Data & Analytics professional services and solutions in relation to partner market needs.

• Previous experience in the technology industry with partner program management and B2B sales relationships.

• Metrics-driven mindset and excels in setting KPIs, tracking progress and achieving goals.

• Strong ability to communicate effectively with Sales Teams & Leadership to set goals and expectations.

• Experience working with executive leaders within technology partners such as VARs, GSIs, and/or OEM's.

• An unquenchable desire to win, exceeded only by the desire to enjoy the work you do and the coworkers you do it with.