Manages a Fortinet partner-funded business development team and leads strategic relationships between Fortinet and CDW. Develops engagement plans, drives revenue and profit growth, coordinates sales and services teams, facilitates pipeline reviews, educates stakeholders, manages accountability processes, and executes joint marketing initiatives. The role also oversees partner communications, business tracking, quarterly meetings, and scalable strategic planning processes. Travel averages 4–5 days per month.
Description
Job Summary:
The purpose of the Manager, Fortinet Business Development is to manage our partner funded team of Fortinet Business Development Resources. This role will be a business partner with the CDW Sales, Strategic Sales and Services management teams to develop and execute plans that will result in positive revenue and profit growth for specific Fortinet technologies and CDW Sales Segments. This will be achieved by creating and managing strategic relationships with Fortinet's sales groups, leveraging each organizations expertise, technologies, or other intellectual property to expand our products, services, and/or market reach.
What you will do:
* Developing and executing a CDW/Fortinet engagement plan
* Managing a diverse team of tenured BDM's and helping them achieve their strategic goals and visions within their focus segments.
* Relationship development includes:
* Leading the engagement with key partner contacts in sales, marketing, program management, business development, and executive level
* Working with each partner local market team to educate them on CDW to demonstrate why CDW should be their "go to" partner
* Hosting quarterly meetings with the key stakeholders from partner and CDW within territories
* Developing a plan for accountability on the execution of the plan for both the partner and CDW
* Communication of top CDW/partner activities within the CDW S+S and Sales teams
* Developing and managing a consistent approach to partner with the DM's to manage the CDW/partner business
* Managing this business includes:
* Facilitating pipeline calls for CDW leaders and partner peers and providing data and trends for these pipeline calls
* Maintain a system to track the progress and status of top vendor partner initiatives
* Identification and introduction of key contacts relevant to the partner sales and marketing groups
* Working with partner on developing synergies - pulling more business through CDW
* Quarterly meetings with these key contacts, including various internal resources as needed
* Educating partner sales teams on the CDW value proposition
* Communication of partner activities within the CDW sales team
* Building a process that will allow this person to hold the CDW and partner management teams accountable to execute on their engagement plans
* Increasing mutual customer and partner awareness to CDW capabilities by executing on joint-marketing programs, attending in market events, etc.
* Creating standard processes and templates that can be replicated for all such strategic plans
* Driving the engagement between CDW Sales, Strategic Sales and Services
* CDW internal engagement includes:
* Develop and execute a plan that will result in all 3 groups working together to bring more value to the partnership
* Educating sales teams on local offerings and resources for partner
* Participate in expansion office/branch pipeline calls
* Hosting quarterly meetings between all groups to review business
What we expect from you:
* Associate's degree and 5 years of sales, solution sales, partner development experience or 3 years of sales leadership/management Or, 5 years of sales, solution sales, partner development experience or 5 years of sales leadership/management
* Adhere to ethical and fair business practices, following the CDW Way principles
* Maintain effective communications with all stakeholders
* Participate in annual Performance Review and Talent Review processes
* Travel as needed (4-5 days per month on average)
* Maintain Expense expectations
* Other special projects upon request
* Success Metrics:
* Profit and revenue growth of partner
* Key successes pertaining to partner relationships, such as top vendor and Partner awards, new contracts and/or partnerships, etc The information in this position description is intended to convey information about the key responsibilities and requirements of the position. It is not an exhaustive list of the skills, efforts, duties, responsibilities or working conditions associated with the opportunity. Responsibilities are subject to change.
* Ability to communicate effectively with Public Relations Staff, external publications and customer executives.
* Exemplary written and oral communications skills, as well as outstanding platform speaking and presentation ability
* Outstanding organizational skills including strategic planning, goals setting, and execution
* Strong knowledge of CDW's position and ability to execute solution focused marketing programs effectively preferred
* Bachelor's degree strongly, a plus Base pay range: $ 75,000- $ 103,000, depending on experience and skill set. Annual bonus target: up to $80,000 subject to terms and conditions of plan. Benefits overview: https://cdw.benefit-info.com/
* CDW is committed to being an AI-fluent organization
* As a leader, you will champion and be accountable for our vision of becoming an AI-fluent organization. We expect leaders to model curiosity, encourage responsible AI adoption, and foster a culture of continuous learning. You don't need deep technical expertise, but you should be comfortable exploring how AI can enhance strategy, decision-making, and team performance. Your role includes guiding others in building confidence and capability with AI tools and practices, while promoting openness to experimentation and shared learning.Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that's curious, adaptive, and ready to explore what's possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.
* About Us
* CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what's possible through technology. What makes CDW different isn't just what we do- it's how we do it. At CDW we act as one- building trust, speaking candidly, and working together to achieve more. We play to win- focusing on what matters most and delivering for our customers. And we think forward- staying curious, moving fast, and continuously learning. We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That's why we think of ourselves as coworkers, not just employees- working together to solve complex challenges and deliver real impact for our customers and communities. As a full-stack, full-lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes. When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what's next. Together, we deliver the full promise of what technology can do.
* Together, we Make Amazing Happen.
* 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.
Job Summary:
The purpose of the Manager, Fortinet Business Development is to manage our partner funded team of Fortinet Business Development Resources. This role will be a business partner with the CDW Sales, Strategic Sales and Services management teams to develop and execute plans that will result in positive revenue and profit growth for specific Fortinet technologies and CDW Sales Segments. This will be achieved by creating and managing strategic relationships with Fortinet's sales groups, leveraging each organizations expertise, technologies, or other intellectual property to expand our products, services, and/or market reach.
What you will do:
* Developing and executing a CDW/Fortinet engagement plan
* Managing a diverse team of tenured BDM's and helping them achieve their strategic goals and visions within their focus segments.
* Relationship development includes:
* Leading the engagement with key partner contacts in sales, marketing, program management, business development, and executive level
* Working with each partner local market team to educate them on CDW to demonstrate why CDW should be their "go to" partner
* Hosting quarterly meetings with the key stakeholders from partner and CDW within territories
* Developing a plan for accountability on the execution of the plan for both the partner and CDW
* Communication of top CDW/partner activities within the CDW S+S and Sales teams
* Developing and managing a consistent approach to partner with the DM's to manage the CDW/partner business
* Managing this business includes:
* Facilitating pipeline calls for CDW leaders and partner peers and providing data and trends for these pipeline calls
* Maintain a system to track the progress and status of top vendor partner initiatives
* Identification and introduction of key contacts relevant to the partner sales and marketing groups
* Working with partner on developing synergies - pulling more business through CDW
* Quarterly meetings with these key contacts, including various internal resources as needed
* Educating partner sales teams on the CDW value proposition
* Communication of partner activities within the CDW sales team
* Building a process that will allow this person to hold the CDW and partner management teams accountable to execute on their engagement plans
* Increasing mutual customer and partner awareness to CDW capabilities by executing on joint-marketing programs, attending in market events, etc.
* Creating standard processes and templates that can be replicated for all such strategic plans
* Driving the engagement between CDW Sales, Strategic Sales and Services
* CDW internal engagement includes:
* Develop and execute a plan that will result in all 3 groups working together to bring more value to the partnership
* Educating sales teams on local offerings and resources for partner
* Participate in expansion office/branch pipeline calls
* Hosting quarterly meetings between all groups to review business
What we expect from you:
* Associate's degree and 5 years of sales, solution sales, partner development experience or 3 years of sales leadership/management Or, 5 years of sales, solution sales, partner development experience or 5 years of sales leadership/management
* Adhere to ethical and fair business practices, following the CDW Way principles
* Maintain effective communications with all stakeholders
* Participate in annual Performance Review and Talent Review processes
* Travel as needed (4-5 days per month on average)
* Maintain Expense expectations
* Other special projects upon request
* Success Metrics:
* Profit and revenue growth of partner
* Key successes pertaining to partner relationships, such as top vendor and Partner awards, new contracts and/or partnerships, etc The information in this position description is intended to convey information about the key responsibilities and requirements of the position. It is not an exhaustive list of the skills, efforts, duties, responsibilities or working conditions associated with the opportunity. Responsibilities are subject to change.
* Ability to communicate effectively with Public Relations Staff, external publications and customer executives.
* Exemplary written and oral communications skills, as well as outstanding platform speaking and presentation ability
* Outstanding organizational skills including strategic planning, goals setting, and execution
* Strong knowledge of CDW's position and ability to execute solution focused marketing programs effectively preferred
* Bachelor's degree strongly, a plus Base pay range: $ 75,000- $ 103,000, depending on experience and skill set. Annual bonus target: up to $80,000 subject to terms and conditions of plan. Benefits overview: https://cdw.benefit-info.com/
* CDW is committed to being an AI-fluent organization
* As a leader, you will champion and be accountable for our vision of becoming an AI-fluent organization. We expect leaders to model curiosity, encourage responsible AI adoption, and foster a culture of continuous learning. You don't need deep technical expertise, but you should be comfortable exploring how AI can enhance strategy, decision-making, and team performance. Your role includes guiding others in building confidence and capability with AI tools and practices, while promoting openness to experimentation and shared learning.Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that's curious, adaptive, and ready to explore what's possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.
* About Us
* CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what's possible through technology. What makes CDW different isn't just what we do- it's how we do it. At CDW we act as one- building trust, speaking candidly, and working together to achieve more. We play to win- focusing on what matters most and delivering for our customers. And we think forward- staying curious, moving fast, and continuously learning. We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That's why we think of ourselves as coworkers, not just employees- working together to solve complex challenges and deliver real impact for our customers and communities. As a full-stack, full-lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes. When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what's next. Together, we deliver the full promise of what technology can do.
* Together, we Make Amazing Happen.
* 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.
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