Business Development Representative

About Clearway Clearway is a Dell Outlet Platinum Authorized Distributor that sells only through value-added resellers. We sell factory-recertified Dell PowerEdge servers and related server components for general compute, AI and HCI workloads. Integration, staging and white-label fulfillment come standard. We never sell to end users, so our partners keep their customers. Why Now New infrastructure costs keep rising, lead times are unpredictable, and virtualization licensing changes are forcing customers to rethink their stacks. VARs need a reliable source of enterprise-grade servers that ships fast and protects their margin. That’s the opportunity, and we need people to go open it. The Role This is a prospecting role. Your job is to find the Dell sellers inside VARs, start the right conversation, and turn it into a qualified meeting or quote opportunity for your Account Executive. You don’t quote, price, or close. You open doors, qualify what’s behind them, and hand off cleanly. Every VAR that becomes a repeat Clearway customer starts with a conversation you started. What You’ll Do Build your own target list of whitespace VARs — companies with no current Clearway relationship — using Dell’s partner finder, ZoomInfo, and LinkedIn Sales Navigator. Management approves every list before outreach starts. Find the right people inside each VAR: the sellers and sales managers focused on Dell compute, not software or networking. Run a consistent outreach sequence across calls, email, and LinkedIn. High activity is the job. Protected call blocks every day. Qualify interest into one of two outcomes: a qualified meeting with your AE, or a qualified quote opportunity where the VAR rep emails you a config or BOM. Hand off cleanly. Create the Lead in HubSpot with all required detail — VAR info, contact, deal context, config or BOM — and loop in the AE the same day. Attend the first meeting on every meeting handoff. Stay in the loop after quote handoffs to build the ongoing relationship. Log every call, email, and meeting in HubSpot the same day. If it’s not in HubSpot, it didn’t happen. Hit weekly and monthly targets for conversations, qualified meetings, quote opportunities, and new VAR activations. What You Bring 1–2 years of outbound sales, business development, or high-activity prospecting — SDR, BDR, or inside sales experience in tech, distribution, or the channel. Comfort with a high-volume outbound motion: you can work a call block, run a sequence, and stay disciplined about follow-up. Strong enough on your feet to qualify interest, handle objections, and get a next step on a cold call. Organized and consistent with your CRM. You log it, you own it. Curious about technology. You don’t need to know how to configure a PowerEdge server on day one, but you need to want to learn. A competitive streak and a short memory. The best BDRs don’t dwell on the ones that don’t respond. Nice to Have Familiarity with the VAR channel, distribution, or enterprise hardware. Experience with HubSpot, Aircall, ZoomInfo, or LinkedIn Sales Navigator. Any existing relationships inside VARs or with Dell channel sellers. What Success Looks Like You are measured in this order: Activated VARs: new VARs that place a first quote or order with Clearway because of your outreach. Qualified meetings held and quote opportunities sent, accepted by an AE. Activity: the calls, emails, and LinkedIn touches that make the first two happen. Activity matters because it feeds the pipeline. But a meeting that turns into a first order is worth more than a hundred dials. What You Won’t Do This role has hard lines, and they matter. You keep the conversation open; the AE takes it from here. Quote a price or a lead time. That comes from the AE and the deal desk. Commit inventory or promise availability on any unit. Recommend or change a technical configuration on your own. State product condition or warranty terms for a specific unit. The AE confirms that in writing. Pitch against Dell or work around a VAR’s Dell partner manager. Hand off vague interest. A qualified meeting or a qualified quote opportunity, or keep working it.