Channel Business Development Executive

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

📋 Description

• Transform VTG's OEM, distribution, and technology alliance relationships into a consistent source of new customers.

• Take ownership of partner-sourced and partner-influenced revenue.

• Register deals and collaborate with partner field teams on co-selling efforts.

• Integrate VTG services and managed services into hardware and software transactions.

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

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

• Drive revenue growth across sell-through, sell-to, and sell-with partner strategies.

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

• Independently generate pipeline through direct outbound prospecting and maintain necessary coverage.

• Integrate VTG professional services, managed services, and support into product sales.

• Transition new accounts into multi-service, recurring relationships.

• Conduct full-cycle sales on partner-sourced deals, encompassing discovery, configuration with pre-sales, quoting, registration, and closure.

• Monitor partner-sourced pipeline, registrations, and rebates.

• Provide monthly reports on partner performance.

• Keep opportunity data current in Salesforce, including stage, next step, close date, amount, lead source, and product category.

⛳️ Requirements

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

• Consistent achievement of $2M+ annual net-new bookings targets.

• Proven hunter mentality with a pipeline developed through personal prospecting and partner origination.

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

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

• Direct channel sales experience is essential.

• Proven track record of selling services alongside products.

• Ability to navigate complex OEM/distributor ecosystems and implement joint go-to-market strategies.

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

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

• Disciplined CRM practices and accurate forecasting abilities.

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

• Proficiency in deal registration, rebates, MDF, and partner programs.

• Capability to configure and quote with pre-sales engineers across networking, end-user computing, security, and software.

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

• Existing 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.

• Ability to obtain a U.S. security clearance (application question).

🏝️ 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.

• Opportunities for professional development.

• Chances to learn, grow, and enhance skill sets.

• Equal Opportunity Employer.

• Reasonable accommodations during the application or interview process.