Strategic Partner Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and enhance Horizon3’s partnership with CDW.

• Formulate and implement a multi-year collaborative business strategy.

• Strengthen executive alignment and boost the partner-sourced pipeline and revenue.

• Integrate NodeZero into CDW’s security offerings, service initiatives, and client engagements.

• Create and uphold a detailed multi-year joint business plan with CDW.

• Set shared goals across revenue, pipeline, customer acquisition, upselling, service adoption, enablement, and strategic account penetration.

• Identify key CDW practices, regions, industry verticals, customer segments, and solution initiatives.

• Conduct executive business reviews and communicate progress, risks, competitive dynamics, and investment requirements.

• Cultivate executive and field-level relationships throughout CDW’s sales, security, technical architecture, services, marketing, procurement, and strategic alliances.

• Develop joint account mapping and whitespace analysis within CDW’s customer base.

• Identify, qualify, and advance strategic opportunities in collaboration with Account Executives and Sales Engineers.

• Create repeatable co-selling strategies and promote NodeZero adoption across various customer segments.

• Assist in the expansion into larger deployments, recurring initiatives, and strategic customer partnerships.

• Oversee pipeline, forecasting, deal registration, and opportunity management.

• Position NodeZero within CDW’s cybersecurity, exposure management, security validation, and managed services frameworks.

• Develop or enhance CDW services, packaged solutions, and repeatable delivery motions centered around NodeZero.

• Formulate joint value propositions that showcase measurable business impact.

• Design and implement CDW enablement strategies, including messaging, battlecards, solution briefs, discovery guides, demo paths, and account-planning resources.

• Organize trainings, workshops, solution showcases, partner events, and opportunity reviews.

• Coordinate efforts across Horizon3 Sales, Channel, Marketing, Solutions Engineering, Product, Customer Success, Support, Finance, and Legal.

• Establish operating rhythms, decision-making authority, escalation pathways, and communication protocols.

• Manage partner investments such as MDF, events, enablement, technical resources, and executive engagement.

• Define and track KPIs including pipeline, bookings, win rate, seller engagement, services adoption, customer growth, and recurring revenue.

• Provide executive updates on performance, risks, competitive landscape, and necessary actions.

• Stay informed about CDW’s strategic priorities, customer demands, competitive dynamics, services portfolio, and competitor movements.

• Travel to CDW executive meetings, field engagements, customer opportunities, partner events, and industry conferences.

⛳️ Requirements

• Direct experience with CDW is highly preferred; relevant experience with a large, matrixed strategic partner is required.

• Over 10 years of progressive experience in strategic channel sales, alliances, partner management, or enterprise business development.

• Proven success in managing and expanding a complex relationship with a major technology reseller, systems integrator, MSSP, or MSP.

• Ability to engage and influence senior executives while executing at the field level.

• A track record of developing joint business plans and generating measurable partner-sourced or partner-influenced revenue.

• In-depth knowledge of enterprise cybersecurity, SaaS, cloud, security services, and solution-selling strategies.

• Strong familiarity with large channel partner operations across sales, technical, services, marketing, procurement, and executive functions.

• Experience in creating partner-led services, solution bundles, or repeatable go-to-market strategies.

• Background in managing complex, multi-stakeholder negotiations and investments.

• Exceptional skills in pipeline management, forecasting, business planning, and executive reporting.

• Excellent presentation, communication, facilitation, and relationship-building skills.

• Proficient in using Salesforce and associated partner, pipeline, and reporting systems.

• Willingness and ability to travel up to 50% of the time.

• Candidates should be located in or capable of effectively supporting CDW’s priority markets and stakeholder communities.

• Must be legally authorized to work in the United States.

• Required to disclose if employment visa sponsorship is necessary.

🏝️ Benefits

• Equity package in the form of stock options for all full-time positions.

• Comprehensive health insurance.

• Vision insurance included.

• Dental insurance coverage.

• Flexible vacation policy.

• Generous parental leave policy.

• Options for remote and hybrid work models based on role and location.

• Opportunities for professional growth.

• Supportive and inclusive team environment.

• Innovative company culture.