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.

The Federal Services and Partner Business Development Manager is responsible for driving business growth by leading with the sale of CDW Services to federal and public sector customers. This role focuses on generating pipeline, accelerating services‑led solution selling, and developing strategies that increase revenue while improving customer and coworker experiences. Partner solutions are a required and complementary component, enabling the delivery, differentiation, and scalability of CDW Services.

Serving as a services‑led subject matter expert and a triple‑facing asset, the manager articulates the value of CDW Services and integrated partner solutions to customers, internal sales and solutions teams, and partner organizations. By leveraging expertise in services selling, vendor partnerships, and technical domains, this role breaks down silos and orchestrates collaboration across sales, solutions, marketing, and partner teams to accelerate services‑driven growth within the federal and public sector.

At its core, this business development role requires demonstrated success in designing services‑led growth strategies, building pipelines, and achieving revenue goals through coordinated sales campaigns and solution engagements. It demands advanced sales acumen, understanding of government procurement processes, strong technical aptitude, and the ability to align services outcomes to federal missions and compliance requirements.

What You Will Do

Attain Sales Quota

• Maintain a robust pipeline and achieve quarterly and annual revenue targets with a primary focus on CDW Services.
• Drive services‑led growth within federal and public sector accounts, supported by required partner solutions.

Develop the Services‑Led Growth Engine

• Identify federal agencies, departments, and public sector customers where CDW Services can deliver mission‑critical outcomes.
• Lead and manage services‑first sales campaigns with sellers and solution architects to drive seller participation, new customer acquisition, and expansion within existing customers.
• Align partner technologies and solutions to support and enhance CDW Services delivery.

Support and Coordinate with Sales Teams to:

• Lead customer conversations with CDW Services as the core value proposition, positioning partner solutions as enablers.
• Support the full sales lifecycle, including presales discovery, services scoping, selling tools, pricing guidance, and proposal development.
• Analyze quotes and opportunities to ensure appropriate services attachment, expansion, and differentiation.
• Partner with Sales Managers on account strategies, pipeline reviews, regional initiatives, and customer sales calls to support deal progression and closure.

Support and Coordinate with Solution Architect Teams to:

• Collaborate on the design of services‑led solutions supported by partner technologies.
• Connect solution architects with partner technical resources while ensuring solutions align to services delivery and government requirements.
• Identify opportunities to attach additional CDW Services such as assessments, implementation, optimization, and managed services.
• Collect feedback on services and partner solutions to share with internal and partner teams.

Enable and Lead Services and Partner Campaigns

• Lead enablement initiatives that equip sellers and technical teams to confidently position CDW Services.
• Coordinate with partners on joint messaging where partner solutions enhance CDW Services outcomes.
• Drive adoption of services‑focused plays, tools, and best practices across the sales organization.

Host and Lead Customer and Partner Events

• Support planning and delivery of customer, partner, and internal events with a strong emphasis on CDW Services capabilities.
• Present CDW Services value propositions supported by partner solutions at in‑person and virtual events (some travel may be required).

Act as the Liaison Between CDW Services, Partners, and Internal Teams

• Foster collaboration across sales, solution architects, marketing, and partner organizations.
• Serve as the conduit for services portfolio updates, partner integrations, promotions, incentives, and enablement resources.
• Advocate for services‑led opportunities that drive long‑term customer value and recurring revenue.

Maintain Services and Technical Expertise

• Complete relevant sales and technical certifications for CDW Services and key partner solutions.

• Remain informed on federal programs, procurement vehicles, compliance requirements, and partner offerings that impact services delivery.

What we expect of you:

• 5+ years of experience in IT sales, services sales, technical presales, VAR, or partner management with accountability for revenue targets.
• Demonstrated success selling professional, managed, lifecycle, or advisory services, preferably within federal or public sector environments.
• Bachelor’s degree, college diploma, or equivalent relevant experience.
• Strong understanding of cloud, data center, and infrastructure technologies as they relate to services delivery.
• Experience selling partner solutions as part of a broader services‑led engagement.
• Familiarity with government or public sector procurement processes and regulated environments.
• High proficiency with Microsoft Office (Word, Excel, PowerPoint); familiarity with Power BI is a plus.
• Excellent written, verbal, and presentation skills.
• Strong business acumen with a proactive, services‑oriented mindset.
• Ability to translate complex technical environments into clear, outcome‑based services value propositions.
• Self‑starter capable of operating independently while collaborating cross‑functionally.
• Strong organizational skills with the ability to track activities and communicate outcomes effectively.

At CDW, we strive to offer market-competitive total rewards packages to attract and retain talent. As such, we are committed to pay transparency and ensuring fair compensation for all our coworkers. Each of our roles is assigned a salary range that is informed by multiple sources of market data. We determine individual pay within a given range based on a candidate's prior experience, knowledge, skills and abilities. This approach allows us to offer competitive and equitable salaries that reflect the value and responsibilities of each role at CDW. Salaries are based on a 40-hour workweek, and paid on a bi-weekly payroll schedule.

Pay range: $ ___________ - $ ____________, depending on experience and skill set

**Current Opening:**This posting reflects a currently available position within our organization for which we are actively recruiting.

CDW is committed to being an AI-fluent organization

We’re looking for people who bring curiosity, a learner’s mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances—not replaces—human creativity and decision-making. You don’t need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.

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.

CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, CDW’s goal is to get to know you as an applicant and understand your experience, strengths, skills, and qualifications. While AI can help you present yourself more clearly and effectively, the essence of your application should be authentically yours. To learn more, please review CDW's AI Applicant Notice.