Associate Business Development Manager

SHI International•Austin, TX

23d•Hybrid

About The Position

The Associate Business Development Manager - Sophos & Proofpoint serves as the primary subject-matter expert for assigned technology partners, driving partner-led growth initiatives across the sales organization. This role collaborates closely with Field Account Executives, partner representatives, and customers to identify business opportunities, support sales engagements, execute partner programs, and increase adoption of strategic partner solutions. The Associate BDM manages partner sales pipelines, facilitates deal registration programs, delivers training and enablement, and maintains strong relationships with internal stakeholders and external partners. The ideal candidate thrives in a collaborative, team-based selling environment and stays current on industry trends, partner offerings, and certification requirements.

Requirements

Ability to cultivate and maintain strategic relationships with partners, customers, and internal stakeholders – Basic Proficiency
Utilizing CRM and sales management platforms to manage pipelines, opportunities, and deal registrations – Basic Ability
Ability to identify, develop, and support business growth opportunities through partner-led sales motions – Basic
Knowledge of business development principles, account planning, and partner engagement strategies – Basic
Ability to create and deliver presentations, sales enablement content, and training materials – Basic
Proficiency with Microsoft Office applications including Excel, PowerPoint, Outlook, and Word – Basic
Completed Bachelor’s Degree or relevant work experience required
1-3 years of experience in partner management, business development, sales support, channel sales, or a related role.
Willingness to obtain and maintain partner certifications during employment.
Ability to travel up to 10%.

Nice To Haves

Experience utilizing CRM, sales management platforms, SHI AX, and Microsoft Office applications to support pipeline management, partner programs, reporting, and business development activities.

Responsibilities

Serve as the primary subject-matter expert for assigned partner products, programs, incentives, and go-to-market strategies.
Collaborate with Field Account Executives on account planning and partner-led sales opportunities.
Identify and develop new business opportunities through partner-focused sales initiatives and campaigns.
Train and enable sales teams on partner solutions, programs, and customer value propositions.
Conduct meetings with sales teams, partner representatives, and customers to position partner solutions and drive revenue growth.
Manage and maintain a sales pipeline utilizing CRM and sales management platforms.
Process and manage Partner Deal Registrations, strategic pricing programs, and partner incentives.
Monitor CRM submissions and coordinate with partners to ensure timely registration, approval, and tracking of opportunities.
Build and maintain strategic relationships with partner organizations, customers, and internal stakeholders.
Create and maintain training materials, presentations, internal documentation, and partner-facing resources.
Execute partner campaigns and growth initiatives in alignment with sales objectives.
Work closely with pre-sales, post-sales, and support teams to ensure successful customer outcomes.
Stay informed on industry trends, emerging technologies, partner offerings, certifications, and competitive positioning.
Travel as needed to support customer meetings, partner events, and business development activities.