Business Development Executive - IT (Channel)

Virtual Technologies Group•Maumee, OH

About The Position

Virtual Technologies Group (VTG) is hiring a Business Development Executive for its channel sales team. The role turns VTG’s OEM, distribution, and technology alliance relationships into a repeatable source of new customers and owns partner-sourced and partner-influenced revenue. The executive registers deals, co-sells with partner field teams, and attaches VTG services and managed services to hardware and software transactions. This is a hunter role focused on opening new accounts, driving expansion, and building sell-through, sell-to, and sell-with partner motions. The target is $2 million in net-new bookings over the first full 12 months in the role following ramp, measured on new logos and blended margin rather than resale volume alone. The position is full-time and based in a major hub such as Atlanta, Ohio, or New York, with 10%–15% regional travel. Compensation is listed as up to $120,000 annually plus $200,000 OTE. VTG describes itself as a managed services, cybersecurity, and IT consulting firm that supports diverse customers and offers opportunities to learn, grow, and develop professionally. VTG offers medical, dental, and vision insurance; health savings and flexible spending accounts; life and short- and long-term disability insurance; paid time off and holidays; and a 401(k) with employer match. The company states that it is an Equal Opportunity Employer and is committed to an inclusive environment.

Requirements

At least 5 years of channel or partner sales experience with an IT solutions provider, OEM, or distributor.
Proven hunter profile with consistent attainment of $2 million or more in annual net-new bookings quotas, with pipeline built through personal prospecting and partner origination.
Demonstrated 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 can be activated from day one; direct channel sales experience is required.
Record of selling services alongside products rather than products alone.
Ability to navigate complex OEM and distributor ecosystems and 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.

Nice To Haves

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.
Active sales certifications with major OEMs such as Cisco, Dell, HP, or Microsoft.
Experience organizing and hosting MDF-funded marketing events and webinars.
Bachelor's degree in Business, Communications, IT, or a related field.

Responsibilities

Deliver $2 million in net-new bookings over the first full 12 months in the role following ramp.
Build joint account plans with OEM, distributor, and alliance partner sales teams in assigned territories.
Build revenue through sell-through, sell-to, and sell-with partner motions.
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 sufficient pipeline coverage for the annual target.
Attach VTG professional services, managed services, and support to product deals to increase blended margin.
Expand new accounts beyond their initial transactions into multi-service, recurring relationships.
Manage full-cycle sales on partner-sourced deals, including discovery, configuration with pre-sales, quoting, registration, and closing.
Track partner-sourced pipeline, registrations, and rebates, and report partner performance monthly.
Keep Salesforce opportunities current, including stage, next step, close date, amount, partner Lead Source, and product category.
Travel regionally for partner events, QBRs, and joint client meetings.