Business Development Executive - IT (Channel)

Key Responsibilities

• Deliver $2M in net new bookings over the first full 12 months in role following ramp.
• Build joint account plans with OEM, distributor and alliance partner sales teams in assigned territories.
• Build revenue across all three partner motions: sell-through (partners resell VTG services to their customers), sell-to (partners buy VTG delivery, such as white-label managed, field and support services, for their own engagements) and sell-with (co-selling with OEM, distributor and alliance field teams).
• Source new-logo opportunities through deal registration, partner referrals, MDF-funded campaigns and marketplace programs.
• Self-source pipeline through direct outbound prospecting alongside partner-originated activity, and maintain the coverage required to deliver the annual target.
• Attach VTG professional services, managed services and support to every product deal to lift blended margin.
• Expand each new account beyond the initial transaction into a multi-service, recurring relationship.
• Run full-cycle sales on partner-sourced deals: discovery, configuration with pre-sales, quoting, registration and close.
• Track partner-sourced pipeline, registrations and rebates, and report partner performance monthly.
• Keep every opportunity current in Salesforce: stage, next step, close date, amount, Lead Source (partner) and product category.

Minimum Requirements

• 5+ years in channel or partner sales with an IT solutions provider, OEM or distributor.
• A proven hunter profile: consistent attainment of $2M+ annual net-new bookings quotas, with pipeline built through your own prospecting and partner origination.
• A demonstrated record of success building sell-through, sell-to and sell-with revenue with OEMs, distributors and technology alliance partners.
• Established, active relationships with OEM, distribution and alliance channel leaders that you can activate from day one; direct channel sales experience is required.
• A record of selling services alongside product rather than product alone.
• Proven ability to navigate complex OEM/distributor ecosystems to drive joint go-to-market strategies.
• Solid understanding of hardware, software, and managed services pricing and margin models.
• Exceptional relationship-building, communication, and partner management skills.
• Disciplined CRM habits and forecasting accuracy.
• Willingness to travel regionally for partner events, QBRs, and joint client meetings.

Preferred Requirements

• Fluency in deal registration, rebates, MDF and partner programs.
• Ability to configure and quote with pre-sales engineers across networking, end-user computing, security and software.
• Existing active sales certifications with major OEMs (e.g., Cisco, Dell, HP, Microsoft).
• Experience organizing and hosting MDF-funded marketing events and webinars.
• Bachelor's degree in Business, Communications, IT, or a related field.