Business Development Manager

CDW; Toronto; On-site; CAD 90,000 - 140,000; Full time

Job summary

CDW in Toronto is seeking a Partner Business Development Manager to drive revenue growth by building partner-led pipelines, accelerating solution sales, and executing strategic partner initiatives. You will work as a liaison among CDW teams, customers, and partner organizations to maximize joint outcomes.

The role focuses on opportunity development, sales enablement, and governance of partner programs. Candidates should have 5+ years in IT sales or channel roles, strong communication, and a

Qualifications

• Bachelor's degree or equivalent work experience.
• 5+ years in IT sales, business development, field sales, or channel/partner roles.
• Proven track record of achieving revenue and growth targets.
• Strong understanding of partner ecosystems and technology sales motions.
• Ability to translate complex tech concepts for diverse audiences.
• Demonstrated stakeholder influence across organizations.

Responsibilities

• Drive pipeline creation and revenue growth through partner-focused initiatives.
• Develop strategies to expand share-of-wallet and new customer acquisition.
• Support opportunity progression from discovery to booking and adoption.
• Coordinate deal registrations and partner engagement throughout the sales cycle.
• Present value propositions to customers and stakeholders.

Skills

IT sales

Business development

Channel sales

Partner management

Sales enablement

Stakeholder influence

Presentation skills

Communication

Education

Bachelor's degree or equivalent

Tools

Salesforce CRM

Pipeline management

Job description

The Partner Business Development Manager (BDM) drives revenue growth by generating pipeline, accelerating solution sales, and executing strategic partner initiatives inside CDW. Acting as a dedicated partner subject matter expert, the BDM serves as a critical liaison between CDW sales, CDW solutions teams, customers, and partner organizations to maximize joint business outcomes. The role focuses on opportunity development, sales enablement, partner advocacy, and strategic execution to increase market share, customer acquisition, and profitability.

What You’ll Do

Revenue Growth & Business Development

• Drive pipeline creation and revenue growth through partner-focused sales initiatives.
• Develop strategies that expand share-of-wallet and net-new customer acquisition opportunities.
• Support opportunity progression from discovery through booking and customer adoption.
• Leverage pricing programs, incentives, and partner funding vehicles to maximize profitability.
• Coordinate deal registration activities and partner engagement throughout the sales cycle.

Sales Enablement & Partner Advocacy

• Serve as the primary subject matter expert for assigned partner technologies and solutions.
• Deliver enablement programs for CDW sellers and Solution Architects.
• Facilitate access to partner technical resources, demo environments, assessment tools, and subject matter experts.
• Present the value proposition of CDW and partner solutions to customers and internal stakeholders.
• Support customer-facing webinars, events, campaigns, and industry tradeshows.

Opportunity Management

• Collaborate with Sales and Solution Architects to identify, qualify, and develop opportunities.
• Provide competitive positioning, business value analysis, ROI/TCO guidance, and strategic sales support.
• Assist with quoting, ordering, pricing validation, and escalation management.
• Align CDW and partner professional services capabilities to customer requirements.
• Maintain visibility into opportunity progress and pipeline performance.

Partner Relationship Management

• Act as the primary point of contact between CDW and assigned partner teams.
• Provide feedback from customers, sellers, and technical resources to improve partner strategies.
• Support integration of partner programs into CDW sales motions and operational processes.
• Evangelize CDW capabilities within partner organizations.
• Assist in the development and execution of joint go-to-market initiatives.

Key Responsibilities

• Generate, develop, and accelerate partner-related sales opportunities.
• Build strong working relationships with CDW sales teams, Solution Architects, and partner stakeholders.
• Deliver sales and technical enablement activities across assigned business units.
• Monitor, manage, and report on pipeline health and opportunity progression.
• Drive seller engagement and awareness of partner programs and solutions.
• Participate in quarterly business reviews and strategic planning sessions.
• Support achievement of assigned revenue, gross profit, and customer acquisition targets.

What We Expect of You

Required Qualifications

• Bachelor's degree or equivalent work experience.
• 5+ years of experience in IT sales, business development, field sales, technical pre-sales, channel sales, partner management, or a related field.
• Demonstrated experience achieving revenue and growth targets.
• Strong understanding of partner ecosystems, channel programs, and technology sales motions.
• Ability to communicate complex technical concepts to both technical and non-technical audiences.
• Proven ability to influence stakeholders across multiple organizations and functions.
• Excellent presentation, communication, and relationship-building skills.

Preferred Qualifications

• Experience working within a Value-Added Reseller (VAR), systems integrator, distributor, or technology manufacturer environment.
• Relevant partner sales or technical certifications.
• Experience supporting enterprise technology solutions and services.
• Familiarity with Salesforce CRM and pipeline management processes.

Key Performance Indicators

Success in this role may be measured through:

• Net‑new customer acquisition
• Revenue growth
• Gross profit contribution
• Pipeline creation and conversion
• Sales and technical enablement effectiveness
• Strategic initiative execution
• Partner and stakeholder satisfaction
• Process improvement and operational effectiveness

Working Relationships

• CDW Account Managers and Sales Leaders
• Solution Architects and Technical Resources
• Partner Alliance and Channel Teams
• Marketing Teams
• Professional Services Teams
• Distributor and Vendor Partners
• Customer Stakeholders

At CDW, we strive to offer market-competitive total rewards packages to attract and retain talent. As such, we are committed to pay transparency and ensuring fair compensation for all our coworkers. Each of our roles is assigned a salary range that is informed by multiple sources of market data. We determine individual pay within a g