Program Manager, DCaaS

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.

Job summary

The DCaaS Program Manager is responsible for one of the fastest growing businesses at CDW and within the technology industry. This role focuses on consumption-based solutions and growing the practice within CDW. This individual owns all aspects of the DCaaS product offering for CDW, from inception to installation. They are integrally involved in interactions with customers, sales, presales, leadership, and other members of cross-functional teams from across CDW, Partner, and distribution. This role is responsible for working with internal and external sales teams to plan and organize sales strategies. The DCaaS Program Manager drives opportunities with the account teams, presents the value of the consumption model to customers, demonstrates CDW's value add/expertise, guides the deal through the multi-faceted sales cycle, and ensures success for the customer through deployment. They also manage the overall pipeline of their designated sales segments to ensure goal attainment. This individual is expected to develop and maintain strategic relationships with Sales Management and be seen as the trusted advisor to grow the consumption as a service business. This is a field-based position, and the coworker is expected to travel to customers, team meetings, industry conferences, and other key events throughout the year.

What you will do

• Serves as the Subject Matter Expert on DCaaS and regularly answer questions that pertain to both CDW and PARTNER processes/offerings.
• Stays abreast of any PARTNER/CDW DCaaS practices through research, conferences, training seminars and participation in professional associations. Shares information across the program management team.
• Drives account-level DCaaS engagements and acts as key sales resource for CDW/PARTNER sales, presales, customers, and other key stakeholders.
• Instills trust with our CDW and PARTNER sales and presales teams by building strong relationships with stakeholders.
• Presents DCaaS value proposition and solutions to both internal and external audiences
• Escalates issues to the appropriate resources. Ensures regular communication and timely resolution.
• Conducts regular cadence with DCaaS Channel Manager, CDW Metered Consumption Manager, and broader leadership team to provide pipeline updates, key next steps, etc.
• Manages pricing process with PARTNER and CDW presales. Requests and escalates as necessary.
• Requests SOW creations, conducts redlining, and manages contract process with customer and account team.
• Maintains close relationship and knowledge of process with Contracts and Legal.
• Owns the pipeline and intimately knows where each opportunity stands, next steps, and how they can contribute to drive the deal to close.
• Updates pipeline report regularly for monthly delivery to top executives/review with senior leadership.
• Reviews DCaaS reporting monthly with PPM Program Manager and CDW Metered Consumption Manager.
• Investigates new DCaaS deal regs and Quick Quotes from the weekly reports provided by PARTNER.
• Validates initial project scope and revenue estimates.
• Manages change order process throughout the life of the contract.
• Proactively collaborates with PARTNER Program Manager within PPM to calculate rebate payouts to sales/presales, distribute signed copies of SOWs appropriately, etc.
• Keenly familiar with distribution (Ingram) resources and how/when/where to engage in the sales cycle
• Documents outcomes, lessons learned and shares appropriately with colleagues.
• Ensures all items defined in CDW Statement of Work are delivered and performs quality assurance throughout the life cycle of the project.
• Facilitates in-market customer, CDW, and PARTNER marketing/training events in coordination with CDW Metered Consumption Manager and broader PARTNER/CDW channel team.

What we expect of you

• Bachelor's Degree in Business or computer related field or equivalent experience
• 3 years of experience in program management, sales, and/or presales
• Two or more years of experience in leading significant projects within a single Advanced Technology solution area Experience selling as-a-service cloud solutions.
• Ability to analyze the partners and PARTNER portfolios and identify areas of collaboration.
• Significant success leading projects with enterprise or strategic customers that may encompass several technologies.
• Desire to stay up to date on products, applications, technical service, market conditions, competitive activities, and promotional trends through the reading of pertinent literature, seminars, and training.
• Suggest and initiate new processes to improve best practices within the Program Management team.
• Demonstrated ability take accountability for projects and their results, be fiscally responsible, and lead teams to meet project success factors.
• Proven success and experience selling technologies solutions and services.
• Knowledge and proven success of engaging and working with sales teams.
• Ability to execute on territory goals and metrics.
• Ability to adapt quickly and change to the business needs of the practice and team coverage model.
• Strong interpersonal and presentation skills with unique sets of internal and external audiences.
• Strong passion for learning and teaching others.
• Motivated and self-starting.
• Ability to think creatively and come up with proactive ideas that will increase sales.
• Strong resourcefulness and problem-solving skills.
• Proficient in Microsoft Office applications.
• Ability to leverage business acumen, political savvy, relevant personal and CDW experience, perseverance, and communication skills to build credibility.
• Excellent written, presentation, and verbal communication skills. Adjusts communication based on complex political landscape. Ability to assimilate information from across all projects in the program and distills the information for the appropriate stakeholder.
• Ability and willingness to travel up to 30% or as needed to other CDW locations, meetings, and client sites
• Ability to understand, remember, and apply oral and/or written instructions or other information. Ability to organize thoughts and ideas into understandable terminology. Ability to multi-task, organize and prioritize. Ability to apply common sense in performing job. Ability to understand and follow basic instructions and guidelines.

Preferred Qualifications

• Experience and/or knowledge of DCaaS consumption as-a-service business.
• Experience with other next-gen competitive consumption as-a-service models.
• Understanding of basic business finance concepts and market trends.
• Obtain and maintain relevant industry standard certifications.

• Pay range: $135,000 - $194,400 depending on experience and skill set
• Annual bonus target of 10% subject to terms and conditions of plan
• Benefits overview: https://cdw.benefit-info.com/
• Salary ranges may be subject to geographic differential

We make technology work so people can do great things.

CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive.

CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.