Palo Alto Partner Development Manager, Public Sector

CDW•Chicago, IL

About The Position

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 Public Sector. This individual-contributor role builds and owns the joint business plan, deploys partner investment, and equips CDW sellers with messaging, sales plays, and enablement programs to position and sell joint AI solutions. The role works 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. Up to 20% travel is required. The PDM owns annual and quarterly business plans for assigned AI partners; translates partner AI roadmaps into CDW segment plays and co-sell programs; and assesses market opportunities, partner program changes, competitive trends, and whitespace. The role leads partner field enablement, seller engagement, account mapping, opportunity registration, and joint deal pursuit, while developing campaigns with Marketing and CDW’s Service & Solutions organization. The PDM aligns partner technology, roadmaps, and funding with CDW offering and practice planning, working with Services and Presales to create repeatable offerings. The role secures partner technical enablement, resources, and funding to build CDW’s AI delivery and architecture capability. It also plans and deploys partner investments, reports pipeline and investment outcomes, and owns executive and field relationships with assigned partners as the strategic liaison between the partner and CDW.

Requirements

Bachelor’s degree and 5 years of sales, marketing, or project management experience; or 9 years of experience in sales, marketing, or project management; or 4 years of CDW PPM experience and 5 years of sales, marketing, or project management experience.
Excellent verbal and written communication skills, with the ability to interact effectively with all stakeholders.
Proven ability to engage strategically and effectively with executive leadership.
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.
Proficiency 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.

Responsibilities

Own the annual and quarterly business plan for assigned AI partners, including growth, enablement, investment, and pipeline targets.
Translate partner AI roadmaps into CDW segment plays and co-sell programs, prioritizing use cases with a clear path to production.
Assess market opportunities, partner program changes, competitive trends, and whitespace opportunities to inform business strategy.
Lead AI field enablement for assigned partners, including sales plays, deal qualification guidance, and seller-facing technical readiness.
Build CDW’s AI brand across sales territories by driving seller awareness, engagement, and adoption of partner programs.
Drive partner co-selling with field teams through 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.
Bring partner AI technology, roadmaps, and funding into CDW offering and practice planning with Services and Presales to create repeatable offerings.
Secure partner technical enablement, resources, and funding to build CDW’s AI delivery and architecture capability.
Plan and deploy partner investments, including MDF, operational funding, and co-sell funding, to support field engagement and pipeline creation.
Report AI partner portfolio pipeline, enablement reach, and partner investment utilization.
Own executive and field relationships with assigned partners and serve as the strategic liaison between the partner and CDW.