Strategic Partner Executive, CDW

Job description

**Get to Know Us** Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, false positives resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. ## ## **The Opportunity** [Horizon3](http://Horizon3.ai) is seeking a senior, strategic partner leader to own and accelerate our relationship with CDW, one of our most important strategic channel partners. This role will serve as the senior business owner for the [Horizon3](http://Horizon3.ai) & CDW relationship. You will develop and execute a multi-year joint business strategy, expand executive alignment, increase partner-sourced pipeline and revenue, and embed NodeZero into CDW’s security portfolio, services motions, and customer engagements. This is not a transactional channel role. The successful candidate will bring the executive presence, commercial judgment, cybersecurity channel expertise, and operating discipline required to manage a complex, matrixed strategic partner. You will build trusted relationships across CDW’s executive leadership, sales, solution architecture, technical, services, marketing, procurement, and marketplace teams while aligning [Horizon3](http://Horizon3.ai) Sales, Channel, Marketing, Product, Customer Success, Support, Finance, and Legal around shared priorities. ## **What You’ll Do** ### **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 ## **What You’ll Bring** - 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 ## **Location** Remote. Candidates should be based in or able to effectively support CDW’s priority markets and stakeholder communities ## **Travel Required** 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 ## **Compensation and Values** 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. - In accordance with applicable salary-transparency regulations, the compensation range for this position is **$277,000–$320,000 OTE with a 60/40 split annually**. The exact compensation will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. - Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. ## **Perks of** [**Horizon3**](http://Horizon3.ai) - **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** [Horizon3](http://Horizon3.ai) is not just an equal opportunity employer—we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, or any other legally protected status by law. We believe diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. Every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and encourage all qualified individuals to apply. Come be part of [Horizon3](http://Horizon3.ai), where your unique contributions are recognized and your potential is limitless. ## **Other Duties** This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. ## **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.