horizon3ai - Strategic Partner Executive, CDW
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 • WHAT SETS YOU APART • 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 • Remote. Candidates should be based in or able to effectively support CDW’s priority markets and stakeholder communities • This role may require up to 50% travel to support CDW executive meetings, field engagements, customer opportunities, partner events, and industry conferences. Job-related travel expenses are reviewed and must be approved by your manager
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 http://Horizon3.ai 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 http://Horizon3.ai leaders • Build advocacy for NodeZero across CDW’s field organization, strategic practices, and technical communities • Ensure Horizon3 http://Horizon3.ai 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 http://Horizon3.ai 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 http://Horizon3.ai 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 http://Horizon3.ai’s position • Bring structured market and partner intelligence back to Horizon3 http://Horizon3.ai leadership and relevant internal teams • Identify opportunities to differentiate NodeZero through proof of value, customer outcomes, technical credibility, and partner economics • APPLICATION NOTE • In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.
Benefits
• At Horizon3 http://Horizon3.ai, we believe our people are our greatest asset. We are committed to fostering a culture where employees feel valued, respected, and rewarded for their contributions. • Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. • Inclusive Team: We value diversity and promote an environment where everyone can thrive. • Growth Opportunities: Join a dynamic company with meaningful opportunities to grow. • Innovative Culture: Work with a team solving important cybersecurity problems through practical innovation. • Hybrid & Remote Work: We support remote and hybrid work models depending on role and location. • Competitive Compensation: We offer competitive salary, equity, and benefits, including health, vision, dental, flexible vacation, and generous parental leave. • YOU BELONG HERE
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