JOB TITLE

Partner Manager

DEPARTMENT

Partner Management

RESPONSIBLE FOR

N/A

RESPONSIBLE TO

Senior Partner Manager

MAIN PURPOSE OF JOB

The Partner Manager is the product expert internally to promote the partner and a business manager externally to promote CDW UK.  This position is also responsible for driving revenue, profitability and awareness for partner(s) within partner management, sales and marketing.

You will align the partner’s growth objectives with CDW UK and build joint initiatives with marketing and execute against the agreed business plan. 

• Be the subject matter expert in the partner(s) product line and associated programs such as bid desk programs and category penetration.
• Analyse industry information to identify opportunities and develop strategies to increase sales
• Develop & own go-to-market strategies that outline target customer segments, products & promotions
• Educate pre-sales and sales specialists on new product introductions, transitions, competitive advantage, and opportunities to identify sales within the customer base
• Understand and communicate partner organisational structure with key decision makers and foster executive relationships
• Communicate partner financial conditions and market new products related to the partner(s)
• Manage and maximise overall profitability; managing financial benefits and help to develop a strategy around re-investing funding
• Meet assigned targets for profitable sales volume, MDF and strategic KPI objectives
• Lead the yearly business & marketing plan process: Collect input and align with key stakeholders, agree on key growth initiatives, investments, MDF, execution milestones and success metrics
• Own the execution of the business plan
• Work with the partner accreditations coordinator to maintain and own all relevant certifications requirements to achieve the required partner accreditation
• Understand and promote all relevant programs and promotions that are aligned to your partner(s)
• Manage and own the process for partner rebates, including looking at ways to drive better profitability
• Deliver against any other tasks that management may request of them

KNOWLEDGE AND EXPERIENCE

The successful candidate will have a demonstrable track record of successful partner/alliance management, consistent track record of high performance and be capable to lead senior engagements (QBR’s, business alignment).

You will have strong interpersonal skills and a proven track record in building relationships. You will have the ability to deliver sales results through:

• Extensive sales, marketing or account management experience gained within the IT industry
• Knowledge of partner(s) product strategy & product offerings
• Communication & customer management skills
• Excellent ability to communicate and build relationships
• Ability to understand and articulate requirements
• Strong planning, organisation and reporting skills
• Excellent problem-solving skills and attention to detail
• Good general business acumen

Technical Skills:

• Modern computer literacy skills
• Proficient with Internet and email
• Keen to learn new technologies with understanding of IT products favourable
• High literacy and numeracy skills
• Passion for technology around new Innovation, ability to lead technology discussion without having to be the knowledge expert

PERSONAL ATTRIBUTES

• Motivated and driven with a desire for career development
• Competitive, results-oriented, determined with an attention to detail
• Mature, credible, and comfortable in dealing at senior management level
• Reliable, tolerant, and dependable under pressure. Able to work to deadlines
• Ability to self motivate and work alone, but also a team-player

• Strong negotiation and influencing skills