Job Description

Team Overview:

The Sales Operations team’s mission is to function as an extension of the Sales Team and engage directly with clients and partners. Knowing and managing client, partner, and internal processes, understanding the impact of those processes, and often acting as liaisons is key to Sales Operations success.

How You’ll Make an Impact

The Technology Lifecycle Manager is primarily responsible for positioning lifecycle solutions to Burwood clients / prospective clients, and managing post-sale lifecycle activities to ensure clients maximize the return on their technology investments and Burwood maximizes margin by leveraging partner incentives and programs.

The TLM will partner with Sales, Pre-Sales, Sales Specialists, Product Ops, and Partner Relations to understand our clients’ desired business outcomes and align on our intended sales strategy. This role is intended to contribute to the sale of technology purchased through Burwood by demonstrating the value of our lifecycle services. These lifecycle services include, but are not limited to, Cisco Client Success plans (Software EA lifecycle services), Burwood ITAM and Lifecycle Services, and all other OEM adoption programs.

An important component of this role is obtaining an understanding of OEM Adoption and Lifecycle rules, programs, and incentives, and owning the process of achieving and securing incentives as they pertain to technology adoption and lifecycle. This includes requirements/compliance (registration, OEM pre-approvals, etc), all forms of rebates, SPIFFs, and backend margin. The Technology Lifecycle Manager reports to the Sr. Director, Sales Operations, but partners daily with several other teams to provide a seamless offering to our clients.

Limited travel and after-hours work related to campaigns and partner events may be necessary.

Primary Responsibilities:

Collaborate in building out technology lifecycle solutions that Burwood will go to market with. These solutions include Burwood-branded offerings and OEM lifecycle and adoption programs. Lifecycle services intend to help our clients “manage” the full lifecycle of their technology investment from “Day 2” to End of Term / End of Life. The TLM, with Sales, will consult with our clients to understand their technology spending strategies to help them achieve their desired business outcomes and goals. The TLM is the “owner” of the entire technology lifecycle and will “Quarterback” all activities to ensure the client is seeing adoption of their assets and is receiving insight around, refresh, renewal, and optimization. In addition, the TLM will drive the cycle of land, adopt, manage, expand, and renew aligned with Burwood sales targets. Activities may be categorized as:

• OEM/partner specific :
  • Coordinating baseline authority and data insight approvals (i.e., Cisco, Digital Consent) to qualify opportunities.
    • Current install base details (assets and support contract details)
  • License / Subscription adoption reporting
  • Conducting client-facing demonstrations of tools and services (Ray Allen or other) that support healthy IT asset management and cost/risk mitigation.
  • Owning operations and documentation tied to corresponding OEM incentives and rebates

Focus Area Cisco Software Lifecycle Management currently represents Burwood’s most significant opportunity to monetize lifecycle incentives. This offering requires the following tasks to be completed:

1. Set kickoff meetings with clients and vendors after the close of an EA.
2. Coordinate Burwood and Cisco resources to address client gaps.
3. Request smart account access to client smart accounts.
4. Work with Ray Allen to generate Burwood Asset Management Presentations (quarterly for EA clients).
5. Coordinate and deliver quarterly Analytics presentations with client stakeholders.
6. Enroll and track all EAs into LCI rebate programs using Cisco platforms like PPE and SPI, and maximize rebate dollars across all vendors.

• * May be vertically specific: Running a campaign as a major OS release will have a significant impact on the market, creating an opportunity, such as new legislation for healthcare, driving software adoption
  

  • May be technology specific: developing a target client list and running an internal/external campaign to ensure we are managing to our clients’ refresh and renewal cycles. Ex: client’s collab or network environment is past the last date of support on the majority of assets, a widely adopted security solution becomes obsolete, and forcing end users to adopt a newer security solution to maximize protection and adhere to compliance standards
  • Partner with appropriate practices and partners to drive adoption and optimize front-end and back-end profitability. This requires planning around and understanding of the partner programs and incentives, as well as administration in partner tools.

Secondary Responsibilities:

• Lead or assist in sales and partner engagement
• Deliver regular reporting that measures effectiveness and results of campaigns and end-user adoption
• Assist marketing in the ongoing management of events, content, and the Solution Catalog
• As Burwood lifecycle solutions evolve, coordinate with and support the growth and sales of those solutions

Qualifications

Your Strengths in Action

• Demonstrated ability to learn and navigate complex OEM programs, platforms, and products, particularly within Cisco ecosystems
• Strong organizational and program management skills, with the ability to manage multiple lifecycle initiatives concurrently
• Proven ability to partner cross-functionally (Sales, Pre-Sales, Operations, OEMs) and keep projects on track with minimal formal governance
• Excellent verbal, written, and interpersonal communication skills, with comfort engaging both technical and executive stakeholders
• Proactive, confident, and assertive approach while maintaining a high degree of professionalism and client trust
• Ability to develop and deliver compelling presentations, including executive-ready QBRs and data-driven lifecycle insights
• Thrives in a fast-paced, evolving environment with changing priorities
• Results-driven mindset, with a focus on measurable outcomes for clients and the business
• Highly collaborative, team-oriented approach with a strong sense of shared ownership and accountability

Additional Information

Life at Burwood

Our employee-owned culture is the foundation of how we work and grow together. Our team is driven, innovative, and always ready to support one another. We believe that supporting our employees, personally and professionally, creates a culture where everyone can thrive.

Here’s what you can expect as part of our team:

Work-Life Balance

• Flexible work-from-home policy
• Generous vacation policy

Health & Wellness

• Health, dental, and vision insurance
• Life and accident insurance
• Short and long-term disability coverage
• Mental wellness programs

Financial Well-being

• 401(k) and Roth 401(k) savings plans with company match
• Flexible spending accounts for healthcare and transit/parking
• Access to financial planning expertise

Career Development

• Learning opportunities to support your growth

Compensation packages at Burwood Group are based on factors unique to each candidate, including work location, skill set, experience, qualifications, and other job-related considerations.

The estimated salary range for this role is OTE $80,000-$100,000. This role may also be eligible for incentive compensation based on individual and/or company performance. Sales roles have an additional opportunity to earn substantial variable compensation tied to quota achievement.

Belonging & Culture

We are not intent on being the largest company, but rather the best. These are the words we live by. We welcome top talent, regardless of gender, race, ethnicity, sexual orientation, disability, religion, or age.

By embracing all cultural backgrounds, life experiences, perspectives, and ideas, we not only continue to strengthen our company culture, but also foster innovation and drive organizational success. We believe that diversity fuels creativity and enables us to deliver exceptional results for our clients.