Strategic Partner Executive, CDW

Horizon3

1d•$277,000 - $320,000•Remote

About The Position

Horizon3 is seeking a senior, strategic partner leader to own and accelerate our relationship with CDW, one of our most important strategic channel partners. This role will serve as the senior business owner for the Horizon3 & CDW relationship. You will develop and execute a multi-year joint business strategy, expand executive alignment, increase partner-sourced pipeline and revenue, and embed NodeZero into CDW’s security portfolio, services motions, and customer engagements. This is not a transactional channel role. The successful candidate will bring the executive presence, commercial judgment, cybersecurity channel expertise, and operating discipline required to manage a complex, matrixed strategic partner. You will build trusted relationships across CDW’s executive leadership, sales, solution architecture, technical, services, marketing, procurement, and marketplace teams while aligning Horizon3 Sales, Channel, Marketing, Product, Customer Success, Support, Finance, and Legal around shared priorities.

Requirements

Direct experience working with CDW is strongly preferred; comparable experience with a large, matrixed strategic partner is required
10+ years of progressive experience in strategic channel sales, alliances, partner management, or enterprise business development
Demonstrated success managing and growing a complex relationship with a major technology reseller, systems integrator, MSSP, or MSP
Demonstrated ability to engage and influence senior executives while also driving execution at the field level
Proven track record of building joint business plans and delivering measurable partner-sourced or partner-influenced revenue
Deep understanding of enterprise cybersecurity, SaaS, cloud, security services, and solution-selling motions
Strong knowledge of how large channel partners organize and execute across sales, technical, services, marketing, procurement, and executive functions
Experience creating partner-led services, solution bundles, or repeatable go-to-market motions
Strong commercial judgment and experience managing complex, multi-stakeholder negotiations and investments
Exceptional pipeline management, forecasting, business planning, and executive reporting skills
Excellent presentation, communication, facilitation, and relationship-building abilities
Experience using Salesforce and related partner, pipeline, and reporting systems
Ability and willingness to travel up to 50% to support CDW, customer, and industry engagements

Nice To Haves

You have made a strategic partner materially more productive—not merely maintained the relationship
You know how to turn a joint business plan into measurable pipeline, customer value, and revenue
You understand how to navigate a large, matrixed organization and create momentum across multiple practices and stakeholders
You can move comfortably between executive strategy, field enablement, technical conversations, and deal execution
You bring a clear point of view, strong ownership, and the persistence required to build durable partner momentum
You are credible with cybersecurity practitioners and compelling with executive decision-makers
You operate with urgency, low ego, and disciplined follow-through

Responsibilities

Own the CDW Joint Business Plan
Develop and maintain a comprehensive multi-year joint business plan with CDW
Establish shared objectives across revenue, pipeline, customer acquisition & upsell, services adoption, enablement, and strategic account penetration
Identify the highest-value CDW practices, regions, industry verticals, customer segments, and solution motions for Horizon3 to prioritize
Translate a shared strategy into a joint business plan with clear owners, milestones, investments, and measurable outcomes
Lead regular executive business reviews and communicate progress, risks, competitive dynamics, and investment needs to senior leadership
Build Executive and Field-Level Relationships
Establish trusted relationships with CDW executives and leaders across sales, security, technical architecture, services, marketing, procurement, and strategic alliances
Create a durable, multi-threaded relationship map that extends beyond individual contacts or active opportunities
Develop executive-to-executive engagement between CDW and Horizon3 leaders
Build advocacy for NodeZero across CDW’s field organization, strategic practices, and technical communities
Ensure Horizon3 remains a preferred and strategically relevant security partner within CDW
Drive Partner-Sourced Revenue Growth
Build a predictable, measurable CDW-sourced and CDW-influenced pipeline
Orchestrate joint account mapping and whitespace analysis across CDW’s customer base
Identify, qualify, and advance strategic opportunities with Horizon3 Account Executives and Sales Engineers
Develop repeatable co-selling plays that expand NodeZero adoption across enterprise, mid-enterprise, and commercial segments
Support expansion from initial use cases into broader deployments, recurring programs, and strategic customer relationships
Maintain rigorous pipeline, forecast, deal-registration, and opportunity-management discipline
Embed NodeZero in CDW’s Services and Solution Motions
Position NodeZero as a strategic component of CDW’s cybersecurity, exposure management, security validation, and managed services offerings
Identify opportunities to create or expand CDW services, packaged solutions, and repeatable delivery motions around NodeZero
Partner with CDW solution architects, technical specialists, and services leaders to establish technical credibility and implementation readiness
Develop a joint value proposition that demonstrates measurable business value for CDW, its sellers, and its customers
Drive the transition from partner engagement and enablement to active selling, delivery, customer outcomes, and advocacy
Lead Enablement and Field Activation
Create and execute a comprehensive CDW enablement strategy for sellers, technical teams, services organizations, and leadership
Develop field-ready messaging, battlecards, solution briefs, discovery guides, demo paths, and account-planning resources
Establish a cadence of trainings, workshops, solution showcases, partner events, and opportunity reviews
Measure enablement effectiveness through seller engagement, qualified opportunities, pipeline creation, win rates, services attachment, and revenue
Continuously refine programs based on field feedback, performance data, and market response
Coordinate Cross-Functional Execution
Serve as the central internal point of coordination for the CDW relationship
Align Horizon3 Sales, Channel, Marketing, Solutions Engineering, Product, Customer Success, Support, Finance, and Legal around joint priorities
Establish clear operating rhythms, decision rights, escalation paths, and communication standards
Remove internal and partner friction that delays opportunities, enablement, contracting, implementation, or customer success
Ensure commitments to CDW are tracked, resourced, and delivered
Manage Investment and Performance
Develop recommendations for partner investments, including MDF, events, enablement, technical resources, and executive engagement
Manage approved partner investments with a focus on measurable return
Define and monitor KPIs such as sourced and influenced pipeline, bookings, win rate, active sellers, trained resources, services adoption, customer expansion, and partner-sourced recurring revenue
Provide clear executive reporting on performance, risks, competitive activity, and required actions
Use data and partner insight to prioritize resources and adjust strategy
Strengthen Market and Competitive Position
Maintain a strong understanding of CDW’s strategic priorities, customer needs, competitive landscape, and evolving services portfolio
Monitor competitor activity within CDW and identify risks to Horizon3’s position
Bring structured market and partner intelligence back to Horizon3 leadership and relevant internal teams
Identify opportunities to differentiate NodeZero through proof of value, customer outcomes, technical credibility, and partner economics