Palo Alto Partner Development Manager, West

CDW; Chicago (IL); On-site; USD 125,000 - 170,000; Full time

Job summary

CDW is seeking a Partner Development Manager to own the go-to-market with Palo Alto AI and data partners across the West segment. The role will build the joint business plan, deploy partner investments, and equip CDW sellers with messaging, sales plays, and enablement to effectively position and sell joint AI solutions.

As an individual contributor, you will collaborate across PPM, Sales, Presales, Services, Marketing and partner stakeholders to drive partner-sourced and partner-influenced AI

Qualifications

• Bachelor’s degree plus 5 years of sales/marketing/project management.
• Proven ability to engage with executive leadership strategically.
• Strong relationships with major technology brands and alliance partners.

Responsibilities

• Own AI partner strategy and annual/quarterly business plans for partners.
• Translate partner AI roadmaps into CDW plays and co-sell programs.
• Assess market opportunities and whitespace to inform strategy.
• Field enablement: sales plays and seller readiness.
• Drive partner co-sell with field teams and joint deals.
• Develop campaigns with Marketing and Services to grow pipeline.

Skills

Communication

Multitasking

Executive engagement

Strategic planning

Presentation skills

Education

Bachelor’s degree

Tools

Microsoft Office

Salesforce CRM

Job description

The Partner Development Manager (PDM) owns the development and execution of CDW's go-to-market strategy with Palo Alto strategic AI and data partners across the West segment. This role will build and own the joint business plan, deploy partner investment, and equip CDW sellers with the right messaging, sales plays, and enablement programs to effectively position and sell joint AI solutions. This is an individual-contributor role working 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.

What you will do:

• AI Partner Strategy Own the annual and quarterly business plan for assigned AI partners, covering growth, enablement, investment, and pipeline targets.
• Translate partner AI roadmaps into CDW segment plays and co-sell programs, prioritizing use cases with the clearest path to production.
• Assess market opportunities, partner program changes, competitive trends, and whitespace opportunities to inform business strategy.
• Field Enablement and Demand Own AI field enablement for assigned partners: sales plays, deal qualification guidance, and seller-facing technical readiness.
• Build CDW’s AI brand across sales territories, driving seller awareness, engagement, and adoption of partner programs.
• Drive partner co-sell with field teams: monthly account mapping, opportunity registration, and joint deal pursuit.
• Develop joint campaigns with Marketing and CDW’s Service & Solutions organization to drive targeted, profitable growth.
• Practice and Offering Alignment Bring partner AI technology, roadmap, and funding into CDW offering and practice planning with Services and Presales to turn partner capabilities into repeatable CDW offerings.
• Secure partner technical enablement, resources, and funding to build CDW's AI delivery and architecture capability.
• Business Management Plan and deploy partner investments (MDF, operational funding, co-sell funding) to support field engagement and pipeline creation.
• Report AI partner portfolio pipeline, enablement reach, partner investment utilization.
• Own executive and field relationships with assigned partners, serving as the strategic liaison between the partner and CDW.

Up to 20% travel required.

What we expect of you:

• Bachelor’s degree and 5 years sales/marketing/project management experience, OR 9 years’ experience in sales/marketing/project management, OR 4 years CDW PPM experience and 5 years’ experience in sales/marketing/project management
• Excellent verbal and written communication skills with the ability to effectively interact with all stakeholders Proven ability to engage with executive leadership effectively and strategically
• 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.
• Proficient in Microsoft Office, CRM (Salesforce), and relevant business applications Expert financial and business acumen Exceptional strategic agility and analytical skills Excellent presentation skills Proven track record of driving results

Pay range: $ 125,000 - $ 170,000 depending on experience and skill set Annual bonus target of 10% subject to terms and conditions of plan Benefits overview: https://cdw.benefit-info.com/ Salary ranges may be subject to geographic differentials 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. At CDW, we make technology work so people can do great things. We are a leading multi-brand technology solutions provider to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. Our coworkers across the globe are working together to bring technology to life for our customers by solving complicated IT business challenges, providing outstanding service, and orchestrating the technology landscape to optimize our customers’ performance.