Palo Alto Partner Development Manager, East

CDW•Chicago, IL

About The Position

The Partner Development Manager owns the development and execution of CDW's go-to-market strategy with Palo Alto strategic AI and data partners across the East segment. The role builds and manages joint business plans, deploys partner investments, and equips CDW sellers with messaging, sales plays, and enablement programs to position and sell joint AI solutions. It is an individual-contributor position collaborating 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 position also brings partner technology, roadmaps, and funding into CDW offering and practice planning, helping develop repeatable CDW offerings and strengthen AI delivery and architecture capabilities. It manages partner investments and reports on pipeline, enablement reach, and investment utilization while serving as the strategic liaison for executive and field relationships with assigned partners.

Requirements

Bachelor’s degree and 5 years of sales, marketing, or project management experience; or 9 years of sales, marketing, or project management experience; or 4 years of CDW PPM experience and 5 years of sales, marketing, or project management experience.
Excellent verbal and written communication skills and ability to interact effectively with all stakeholders.
Proven ability to engage effectively and strategically 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, Salesforce CRM, 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 annual and quarterly business plans 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.
Own AI field enablement for assigned partners, including sales plays, deal qualification guidance, and seller-facing technical readiness.
Build awareness and adoption of partner programs among sellers across CDW sales territories.
Drive partner co-selling with field teams through 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.
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 on 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 partners and CDW.