IT Business Development Executive – Channel

This is a fully remote position, open to applicants in New York, +2 more locations.

📋 Description

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

• Manage revenue generated from partner sources and influences through deal registration, collaborative selling, and integrating VTG services into hardware and software sales.

• Achieve $2M in net new bookings within the first complete 12 months after ramping up.

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

• Generate revenue through sell-through, sell-to, and sell-with partner strategies.

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

• Proactively build a pipeline through direct outbound prospecting in conjunction with partner-driven activities.

• Integrate professional services, managed services, and support into product sales to enhance overall margin.

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

• Execute full-cycle sales on partner-sourced opportunities, covering discovery, pre-sales configuration, quoting, registration, and closing.

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

• Keep opportunity data updated in Salesforce, including stages, 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

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

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

• Pipeline developed through personal prospecting and partner-generated leads.

• Demonstrated success in creating revenue through sell-through, sell-to, and sell-with strategies.

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

• Direct channel sales experience is essential.

• History of selling services in conjunction with products.

• Ability to navigate intricate OEM/distributor ecosystems and promote joint go-to-market strategies.

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

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

• Disciplined habits in CRM usage and accuracy in forecasting.

• Willingness to travel regionally for partner events, quarterly business reviews, and collaborative client meetings.

• Preference for fluency in deal registration, rebates, MDF, and partner programs.

• Ability to collaborate with pre-sales engineers for configuration and quoting across networking, end-user computing, security, and software is preferred.

• Active sales certifications with major OEMs like 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 to learn, grow, and enhance skillset