Client Strategy Manager - International / Southat CDW Careers

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Job ID: 19002747
Updated: Jan 15, 2020
Location: Nashville, TN, United States

The purpose of the Client Strategy Manager is to be a business partner with the CDW Sales, Strategic Sales and Services management teams to develop and execute plans that will result in positive revenue and profit growth. This will be achieved by creating and managing strategic relationships with the partner’s sales groups, leveraging each organizations' expertise, technologies, or other intellectual property to expand our products, services, and/or market reach. 

Key Areas of Responsibility
  • Developing and executing a CDW/Partner engagement plan
  • Relationship development includes:
    • Leading the engagement with key partner contacts in sales, marketing, program management, business development, and executive level
    • Working with each partner local market team to educate them on CDW to demonstrate why CDW should be their “go to” partner
    • Hosting quarterly meetings with the key stakeholders from partner and CDW within territories
    • Developing a plan for accountability on the execution of the plan for both the partner and CDW
    • Communication of top CDW/partner activities within the CDW SSS and Sales teams
    • Developing and managing a consistent approach to partner with the DM’s to manage the CDW/partner business
  • Managing this business includes:
  • Facilitating pipeline calls for CDW leaders and partner peers and providing data and trends for these pipeline calls
  • Maintain a system to track the progress and status of top vendor partner initiatives
  • Identification and introduction of key contacts relevant to the partner sales and marketing groups
  • Working with partner on developing synergies – pulling more business through CDW
  • Quarterly meetings with these key contacts, including various internal resources as needed
  • Educating partner sales teams on the CDW value proposition
  • Communication of partner activities within the CDW sales team
  • Building a process that will allow this person to hold the CDW and partner management teams accountable to execute on their engagement plans
    • Development of a standard “Dashboard” that will include successes, pipeline, timelines, etc.
    • Conducting customer satisfaction surveys and tracking mechanisms 
    • Increasing mutual customer and partner awareness to CDW capabilities by executing on joint-marketing programs, attending in market events, etc.
    • Updating and maintaining the vendor section of the CDW/partner SharePoint site
    • Creating standard processes and templates that can be replicated for all such strategic plans
    • Driving the engagement between CDW Sales, Strategic Sales and Services
  • CDW internal engagement includes:
    • Develop and execute a plan that will result in all 3 groups working together to bring more value to the partnership
    • Educating sales teams on local offerings and resources for partner
    • Participate in expansion office/branch pipeline calls
    • Hosting quarterly meetings between all groups to review business
  • Adhere to ethical and fair business practices, following the CDW Way principles
  • Maintain effective communications with all stakeholders
  • Participate in annual Performance Review and Talent Review processes
  • Travel as needed (4-5 days per month on average)
  • Maintain Expense expectations
  • Other special projects upon request
  • Success Metrics:
    • Profit and revenue growth of partner
    • Key successes pertaining to partner relationships, such as top vendor and Partner awards, new contracts and/or partnerships, etc


Minimum Qualifications
  • 5 years of sales, solution sales, partner development experience or 3 years of sales leadership/management
  • Associates Degree
Other Required Qualifications
  • Ability to communicate effectively with Public Relations Staff, external publications and customer executives.
  • Exemplary written and oral communications skills, as well as outstanding platform speaking and presentation ability
  • Outstanding organizational skills including strategic planning, goals setting, and execution
  • Strong knowledge of CDW’s position and ability to execute solution focused marketing programs effectively preferred
Preferred Qualifications
  • Bachelor’s degree strongly preferred
Job Category: Specialty Sales
Job Type: Full-Time
Travel Percentage: 75%

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