Business Development Manager - HPI

CDW group; Toronto; On-site; CAD 73,000 - 108,000; Full time

Job summary

CDW is seeking a Partner Business Development Manager to drive revenue through partner-focused sales initiatives and solution enablement. You will serve as a subject matter expert, coordinating between CDW teams, customers, and partners to accelerate deals and optimize profitability.

The role emphasizes opportunity management, partner advocacy, and joint go-to-market execution, with a strong focus on revenue growth and channel collaboration across multiple stakeholders.

Qualifications

• Bachelor's degree or equivalent work experience.
• 5+ years in IT sales, business development, field sales, technical pre-sales, channel sales, 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.

Responsibilities

• 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.
• 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 resources and tools for assessments and demos.
• Present the value proposition of CDW and partner solutions to customers and internal stakeholders.
• Support customer-facing webinars, events, campaigns, and tradeshows.
• Collaborate with Sales and Solution Architects to identify, qualify, and develop opportunities.
• Provide competitive positioning, ROI/TCO guidance, and strategic sales support.
• Assist with quoting, ordering, pricing validation, and escalation management.
• Align CDW and partner services to customer requirements.

Skills

IT sales

Business development

Channel sales

Partner management

Solution selling

Communication

Education

Bachelor's degree or equivalent

Tools

Salesforce CRM

Job description

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

The Partner Business Development Manager collaborates closely with:

• 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 andretaintalent. As such, we are committed to pay transparency and ensuring fair compensation for all our coworkers. Each of our roles isassigneda salary range that is informed by multiple sources of market data. Wedetermine individual pay within a given range based on a candidate's prior experience, knowledge,skillsand abilities. This approach allows us to offer competitive andequitablesalaries that reflect the value and responsibilities of each role at CDW. Salaries are based on a 40-hourworkweek,andpaidon a bi-weekly payroll schedule.

Pay range: Base : $51,500- $ 76,220 + Bonus, depending on experience and skill set

CDW is committed to being an AI-fluent organization

We’re looking for people who bring curiosity, a learner’s mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances—not replaces—human creativity and decision-making. You don’t need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.

Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that’s curious, adaptive, and ready to explore what’s possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.

About Us

CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what’s possible through technology. What makes CDW different isn’t just what we do—it’s how we do it. At CDW we act as one—building trust, speaking candidly, and working together to achieve more. We play to win—focusing on what matters most and delivering for our customers. And we think forward—staying curious, moving fast, and continuously learning. We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That’s why we think of ourselves as coworkers, not just employees—working together to solve complex challenges and deliver real impact for our customers and communities.

As a full‑stack, full‑lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes. When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what’s next.

Together, we deliver the full promise of what technology can do. Together, we Make Amazing Happen.

CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.