Partner Manager - Virtualisation

Description

At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW.

Key Duties

Are you interested in supporting the development and execution of strategic direction at one of the UK's largest IT services providers? Are you seeking an engaging and varied challenge in a friendly, fast-paced, and growing business?

With revenues of over £1bn, CDW is a leading supplier of IT solutions and services to a broad range of commercial and public sector customers across the UK and international markets.

The Partner Manager - Virtualisation will act as the internal lead to champion CDW's virtualisation partners and externally represent CDW across UK and International territories. This role is responsible for driving revenue, profitability, and awareness for assigned virtualisation vendors across the business.

Responsibilities include:

• Act as the subject matter expert on a subset of strategic virtualisation partners, their go-to-market strategies, and commercial programs such as deal registration and rebate structures.

• Analyse industry trends and market intelligence to identify sales opportunities and define strategies for growth.

• Develop and own partner go-to-market plans, aligned with Sales and Technical teams, focusing on target customer segments, key pain points, and value propositions.

• Enable pre-sales and sales specialists by delivering relevant partner training and ensuring alignment with the go-to-market approach.

• Understand partner organisational structures and build relationships with key decision-makers, including executive-level stakeholders.

• Communicate partner positioning, product launches, and financial incentives to ensure alignment with CDW's strategies.

• Meet assigned targets for revenue growth, margin contribution (MDF), and strategic KPIs.

• Lead the annual business and marketing planning process for your assigned partners, identifying customer needs and shaping joint objectives.

• Take ownership of partner certification and accreditation requirements (UK and International), supported by the Partner Accreditations Coordinator.

• Carry out additional responsibilities or projects as directed by management.
  

Knowledge & Experience

The successful candidate will demonstrate a strong record in partner, alliance, or sales management, including consistent high performance and experience leading senior-level engagements. The role requires the ability to drive results through influence, planning, and cross-functional collaboration.

Essential Experience & Skills:

• Sales, marketing, or account management experience within the IT industry, ideally with exposure to virtualisation vendors or technologies.

• Understanding of vendor product strategies, competitive landscape, and channel structures.

• Strong communication and relationship-building skills across all levels, including executive stakeholders.

• Effective planning, organisation, and reporting capabilities.

• Problem-solving mindset with a strong attention to detail.

• Commercial awareness and ability to translate technology into business value.

• Comfortable leading technology-related discussions, even if not the subject matter expert.

• Fast learner with an aptitude for understanding new technologies and market dynamics.
  

Personal Attributes

• Highly motivated and results-driven.

• Commercially astute and comfortable working to targets.

• Confident and credible when engaging at senior and executive levels.

• Self-starter, capable of working independently or collaboratively.

• Strong negotiation and influencing skills.

• Resilient, with the ability to prioritise and meet deadlines.

• Team-oriented, with a positive and proactive approach.

We make technology work so people can do great things.

CDW is a leading multi-brand provider of information technology solutions to business, government, education and healthcare customers in the United States, the United Kingdom and Canada. A Fortune 500 company and member of the S&P 500 Index, CDW helps its customers to navigate an increasingly complex IT market and maximize return on their technology investments. Together, we unite. Together, we win. Together, we thrive.

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.