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Salary: USD 277,000 - 320,000 / annual
Horizon3.ai, a fast-growing remote cybersecurity company, is seeking a Strategic Partner Executive to own and accelerate the relationship with CDW, a major strategic channel partner. The NodeZero platform delivers production-safe autonomous pentests and security assessments that scale across enterprise, cloud, and hybrid environments, serving ITOps/SecOps teams, consulting pentesters, MSSPs, and MSPs.
In this senior role, you will serve as the primary business owner for the Horizon3–CDW relationship, developing and executing a multi-year joint business strategy. You will expand executive alignment, increase partner-sourced pipeline and revenue, and embed NodeZero into CDW's security portfolio, services offerings, and customer engagements.
Key responsibilities include:
• Develop and maintain a comprehensive multi-year joint business plan with CDW, establishing shared objectives around revenue, pipeline, customer acquisition, services adoption, and strategic account penetration.
• Build trusted relationships across CDW's executive leadership, sales, solution architecture, technical, services, marketing, procurement, and marketplace teams.
• Drive partner-sourced revenue growth by building a predictable CDW-sourced pipeline, orchestrating joint account mapping, identifying and qualifying strategic opportunities, and developing repeatable co-selling plays.
• Embed NodeZero in CDW's services and solution motions by positioning it as a strategic component of their cybersecurity and managed services offerings, and partnering with CDW solution architects and services leaders.
• Lead enablement and field activation through comprehensive training, messaging, battlecards, solution briefs, and discovery guides for CDW sellers and technical teams.
• Coordinate cross-functional execution by serving as the central point of coordination between Horizon3 and CDW, aligning internal teams (Sales, Channel, Marketing, Solutions Engineering, Product, Customer Success, Support, Finance, Legal) around joint priorities.
• Manage investments and performance by developing recommendations for partner investments (MDF, events, enablement), defining and monitoring KPIs, and providing executive reporting.
• Strengthen market and competitive position by maintaining understanding of CDW's strategic priorities, monitoring competitor activity, and bringing structured market intelligence back to Horizon3 leadership.
This is a strategic, non-transactional role requiring executive presence, commercial judgment, and the ability to navigate complex, matrixed organizations. You will move between executive strategy, field enablement, technical conversations, and deal execution. Up to 50% travel is required to support CDW executive meetings, field engagements, customer opportunities, and industry events.
REQUIREMENTS:
• Direct experience working with CDW strongly preferred; comparable experience with a large, matrixed strategic partner 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 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%.
