The Partner Development Manager (PDM) owns the development and execution of CDW's go-to-market strategy with Palo Alto strategic AI and data partners across the West segment. This role will build and own the joint business plan, deploy partner investment, and equip CDW sellers with the right messaging, sales plays, and enablement programs to effectively position and sell joint AI solutions.
This is an individual-contributor role working across PPM, Sales, Presales, Services, Marketing, and partner stakeholders. Success is measured by partner-sourced and partner-influenced AI pipeline, portfolio adoption, and partner investment utilization.
What you will do:
AI Partner Strategy
- Own the annual and quarterly business plan for assigned AI partners, covering growth, enablement, investment, and pipeline targets.
- Translate partner AI roadmaps into CDW segment plays and co-sell programs, prioritizing use cases with the clearest path to production.
- Assess market opportunities, partner program changes, competitive trends, and whitespace opportunities to inform business strategy.
Field Enablement and Demand
- Own AI field enablement for assigned partners: sales plays, deal qualification guidance, and seller-facing technical readiness.
- Build CDW’s AI brand across sales territories, driving seller awareness, engagement, and adoption of partner programs.
- Drive partner co-sell with field teams: monthly account mapping, opportunity registration, and joint deal pursuit.
- Develop joint campaigns with Marketing and CDW’s Service & Solutions organization to drive targeted, profitable growth.
Practice and Offering Alignment
- Bring partner AI technology, roadmap, and funding into CDW offering and practice planning with Services and Presales to turn partner capabilities into repeatable CDW offerings.
- Secure partner technical enablement, resources, and funding to build CDW's AI delivery and architecture capability.
Business Management
- Plan and deploy partner investments (MDF, operational funding, co-sell funding) to support field engagement and pipeline creation.
- Report AI partner portfolio pipeline, enablement reach, partner investment utilization.
- Own executive and field relationships with assigned partners, serving as the strategic liaison between the partner and CDW.
- Up to 20% travel required.
What we expect of you:
- Bachelor’s degree and 5 years sales/marketing/project management experience, OR
- 9 years’ experience in sales/marketing/project management, OR
- 4 years CDW PPM experience and 5 years’ experience in sales/marketing/project management
- Excellent verbal and written communication skills with the ability to effectively interact with all stakeholders
- Proven ability to engage with executive leadership effectively and strategically
- History of building and maintaining strategic partner relationships, especially with major technology brands and alliance partners.
- Ability to multitask and drive projects from inception to completion.
- Proficient in Microsoft Office, CRM (Salesforce), and relevant business applications
- Expert financial and business acumen
- Exceptional strategic agility and analytical skills
- Excellent presentation skills
- Proven track record of driving results
Pay range: $ 125,000 - $ 170,000 depending on experience and skill set
Annual bonus target of 10% subject to terms and conditions of plan
Benefits overview:
Salary ranges may be subject to geographic differentials
CDW is committed to being an AI-fluent organization
We’re looking for people who bring curiosity, a learner’s mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances—not replaces—human creativity and decision-making. You don’t need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.
Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that’s curious, adaptive, and ready to explore what’s possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.
