Business Development Executive – IT, Channel

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• Transform VTG's relationships with OEMs, distributors, and technology alliances into a consistent source of new clientele.

• Manage revenue originating from partners and influenced by partners through deal registration, co-selling, and integrating VTG services with hardware and software transactions.

• Achieve $2M in net new bookings within the first full 12 months post ramp-up.

• Collaborate on joint account plans with sales teams from OEMs, distributors, and alliance partners in designated territories.

• Develop partner engagement strategies including sell-through, sell-to, and sell-with motions.

• Identify new logo opportunities through deal registration, partner referrals, MDF-funded initiatives, and marketplace programs.

• Generate pipeline through proactive outbound prospecting and ensure coverage for the annual targets.

• Integrate VTG’s professional services, managed services, and support with product transactions to enhance overall profit margins.

• Cultivate new accounts into multi-service, recurring partnerships.

• Execute full-cycle sales on partner-sourced transactions, encompassing discovery, configuration with pre-sales, quoting, registration, and closing processes.

• Monitor partner-sourced pipeline, registrations, and rebates; provide monthly performance reports on partners.

• Keep current opportunity data in Salesforce, detailing stage, next steps, close dates, amounts, lead sources, and product categories.

• Travel 10%-15% for partner events, quarterly business reviews (QBRs), and collaborative client meetings.

⛳️ Requirements

• Minimum of 5 years in channel or partner sales with an IT solutions provider, OEM, or distributor.

• Proven track record as a hunter with consistent achievement of annual net new bookings quotas exceeding $2M.

• Pipeline developed through individual prospecting and partner sourcing.

• Demonstrated success in generating sell-through, sell-to, and sell-with revenue with OEMs, distributors, and technology partners.

• Established and active relationships with leaders in OEM, distribution, and alliance channels.

• Direct experience in channel sales is essential.

• History of selling services alongside products.

• Capability to navigate complex ecosystems of OEMs and distributors and facilitate joint go-to-market strategies.

• Understanding of pricing and margin models for hardware, software, and managed services.

• Outstanding skills in relationship-building, communication, and partner management.

• Discipline in CRM practices and accuracy in forecasting.

• Willingness to travel regionally for partner events, QBRs, and joint client meetings.

• Familiarity with deal registration, rebates, MDF, and partner programs is preferred.

• Ability to configure and quote with pre-sales engineers across areas such as networking, end-user computing, security, and software is preferred.

• A Bachelor's degree in Business, Communications, IT, or a related field is preferred.

• Current active sales certifications with major OEMs such as Cisco, Dell, HP, or Microsoft are preferred.

• Experience in organizing and hosting MDF-funded marketing events and webinars is preferred.

🏝️ Benefits

• Medical insurance plans

• Dental insurance

• Vision insurance

• Health savings accounts (HSA)

• Flexible spending accounts (FSA)

• Life insurance

• Short- and long-term disability insurance

• Paid time off and holidays

• 401(k) with employer match

• Professional development opportunities

• Chances to learn, grow, and enhance skillsets

• Equal Opportunity Employer fostering an inclusive environment