The Partner Software Sales Manager is responsible for the daily operations and execution of the assigned software partners specific to their line of business. This is an individual who manages a team of business development specialists and are responsible for supporting the sale of complex solutions and related services. The incumbent must plan go-to-market strategies for various sales segments at CDW, support the sales teams, and work with our strategic partners in their assigned geography. They must perform as a driver of inter-departmental collaboration and a resource in developing coworker capabilities. Strong leadership, a passion for software solutions, and the desire to build and grow the business are keys to success.
Key Areas of Responsibility
- Manage pipeline and forecasts across the business
- Communicate pipeline to key partner teams.
- Meet or exceed revenue and profit targets.
- Foster collaboration with other Practices.
- Mentor, coach and develop coworkers on the team.
- Serve as a resource for any issues escalated by software and sales.
- Drive quality and consistency in sales methodology and deliverables across the coworkers on the team and the Practice as a whole.
- Assess the skill level of each coworker under their direction and create development plans to bridge any gaps.
- Provide exceptional pre and post-sales support for assigned regions, through incumbent’s team.
- Develop and track business plans for team. Participate in quarterly business reviews.
- Ensure business plans are complete and accurate. Communicate to management any risks to business or target achievement on a monthly basis.
- Work with PPM to plan and execute marketing events/campaigns.
- Drive a profitable mix of business, focusing on the preferred solution mix, as identified by the Senior Management team.
- Build and maintain strong relationships with key partner representatives to ensure CDW is top of mind. Expand these relationships to CDW account managers, regional managers, architects and engineers.
- Collaborate with partner’s distribution partners to leverage programs and improve processes.
- Design and modify (as needed) compensation target goals for their team.
- Grow partner solutions across CDW’s customer segments
- Research special projects per segment to grow incremental partner solution efforts
- Communicate with segment sales leadership to enhance focus on partner practice
- Increase knowledge of our customers through improved collaboration within our sales force.
- Give quarterly updates to executive management.
- Ensure Business Plans and marketing objectives are achieved.
- Prepare and give performance reviews.
- Assist in Strategic planning for partners at CDW.
Responsibilities
- Work closely with the Solution Development group to standardize the execution and rollout of solutions & services across the Sales segments.
- Ensure our solutions drive/influence all potential profit sources including product resale, professional services and managed services.
- Ensure we build solutions that leverage our cross practice expertise and drive client value and CDW differentiation.
- Deliver results quarter by quarter.
- Manage cost and maximize ROI.
- Maintain a high level of customer satisfaction.
- Maintain CDW’s reputation for sales, technical and consulting excellence.
- Ability to travel 25% of the time
Qualifications
Minimum Qualifications
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Non-CDW:
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Minimum 5 years of sales management experience with inside sales direct reports
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Successful selling track record
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Minimum 2 years Associates Degree
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CDW:
Other Required Qualifications
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Ability to lead teams and gain consensus.
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Ability to think strategically and also deliver supporting practical execution plans.
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Ability to identify and creatively resolve complex business and people issues.
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Consistency in using well rounded business judgment.
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Effective oral and written communication skills, including the ability to deliver effective presentations.
Preferred Qualifications