Senior Partner Manager – Microsoft

Responsibilities

• Collaborate cross‑functionally with other teams and be accountable for the partnership between CDW and the partner.
• Commercial Excellence duties:
  • Lead the review of partner rebate schemes and targets, informing Solutions, PPM, and sales leadership regularly with notice.
  • Act as profitability owner, maximizing partner schemes and demonstrating contribution to profitability.
  • Negotiate and execute partner commercial agreements with support from PPM, Solutions, and Sales Leadership.
  • Maximize partner program opportunity and profitability for CDW and sales teams.
  • Document and drive sales accountability in an agreed partner plan, including goal setting, QBRs, business planning, and stakeholder mapping.
  • Maintain deep understanding of local and global partner opportunities, competitor landscape, and collaborate to refresh white‑space opportunities with Marketing, Sales, and Solutions.
  • Own partner investment across funded heads, marketing, and rebates, collaborating with responsible parties and leveraging partner alliances.
  • Work closely with OCTO, Solutions, Sales, and Managed/Professional services teams to drive CDW‑delivered partner‑related services and hold stakeholders accountable.
• Partner Experience duties:
  • Deliver high‑quality executive‑level engagements (e.g., QBRs) with all key internal and external stakeholders, representing CDW as the senior stakeholder at partner and customer events.
  • Collaborate with the Programmes and Incentives Specialist to enhance and grow programme opportunities and revenue.
  • Accountable for partner internal and external communications (e.g., SharePoint pages, launches, updates).
  • Articulate CDW’s strategy, proposition, GTMs, and value statement to a wide range of partner stakeholders with support from sales, solutions, and marketing.
  • Lead partner enablement programs with Sales teams, working with Enablement.
  • Maintain one agreed, documented, and executed partner plan, including goal setting, QBRs, business planning, stakeholder mapping, and marketing plans.
  • Ensure partner compliance, including accreditations, contracts, and certifications are up to date, supporting the partner operations team where needed.
  • Accountable for partner ROI for investments made into CDW and maintain a documented governance plan and reviews.
• Sales & Customer Experience duties:
  • Lead the execution of relevant communications to sales (e.g., CDW’s partner pedigree, capability, USPs, insights, incentives, alliances, events) in collaboration with sales, marketing, OCTO, and solutions.
  • Build deep relationships and accountability with sales leadership to enhance seller adoption.
  • Collaborate with solutions, OCTO, and enablement leadership to deliver high‑quality partner enablement that aligns with CDW’s propositions and GTM messaging.
  • Serve as the point of escalation for sales and customer issues within the partner when necessary.
• Continual improvement KPIs:
  • Demonstrate continual improvement for the Microsoft Practice by delivering regular enhancements to Partner Experience, Customer & Sales Experience, and Commercial Excellence.
  • Support, mentor, or coach the Programmes and Incentives Specialist and other roles within the Practice, offering advice and sharing learnings.
  • Maintain regular connections with US and Canada PPM teams to discuss best practice and global partner approach.

Qualifications

• Industry experience: Understanding the channel, CDW’s market, competition, and how we win.
• Partner business management experience: At least five years in a Microsoft partner management role or equivalent in the IT channel.
• Demonstrated ability to lead teams and large partner programs.
• Clear and articulate communication skills.
• Strong intellectual capability and curiosity.
• Initiative and proactivity.
• Strong work ethic and resilience.
• Excellent prioritization and time‑management skills.
• Data‑driven and analytical approach.
• Ability to build and leverage networks effectively.
• High emotional intelligence and people skills.
• Growth mindset and openness to learning.
• Strong problem‑solving ability.
• Results‑focused execution.

Success Measures

• Commercial Excellence KPIs:
  • Partner & CDW Services Revenue Growth (%)
  • Partner Investment Growth (PCI %)
  • Partner Reinvestment Performance (%)
  • Partner Programme Utilisation (£)
  • Partner MOU Performance (£)
• Partner Experience KPIs:
  • Partner plan & strategy execution, including goal setting, QBRs, business planning, and stakeholder mapping.
  • Partner compliance (e.g., % accreditations, contracts, certifications completed).
  • Partner ROI (% return on investment).
• Customer & Sales Experience KPIs:
  • Execution of relevant communication (partner pedigree, capability, USPs, insights, incentives, events).
  • Drive seller adoption through personal brand.
• Continual Improvement KPIs:
  • Demonstrate improvement to enhance Partner Experience, Customer & Sales Experience, and Commercial Excellence across the practice and solutions organization.

Company Commitment to AI

CDW is committed to being an AI‑fluent organization. Employees should bring curiosity, a learner’s mindset, and a willingness to engage with evolving technology and tools.

EEO Statement

CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard 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.

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