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.

• 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.

• Commercial Excellence KPIs:
  • Partner & CDW Services Revenue Growth (%)
  • Partner Investment Growth (PCI %)
  • Partner…