Business Development Manager, SLED Markets

J Patrick Associates•New York, NY

About The Position

A leading manufacturer of audiovisual display systems is seeking an experienced Business Development Manager to grow its U.S.-based distribution and reseller network, with a strong preference for candidates experienced in SLED markets, including K–12 and universities. Candidates should be located in the United States, have experience handling an extensive East Coast sales and channel-partner territory, and live within a one-hour commute of a major U.S. metropolitan airport. Regular travel throughout the United States and Canada is required. Relocation assistance is not offered, and contractors and third-party recruiters are not accepted. The position focuses on growing revenue and profitability, increasing market share, finding new sales opportunities, improving revenue and operational efficiency, and recruiting, negotiating with, and securing agreements with leading North American resellers and distributors. It also enables, incentivizes, and trains reseller and distributor partners.

Requirements

Bachelor’s degree or equivalent experience.
8–10 years of experience in the AV/IT or ProAV technology market.
5–7 years of experience in a revenue-responsible business-development role with direct target responsibility (quota-carrying), such as Direct-to-SLED sales, channel management, channel sales, or a similar role in indirect, channel, or distribution sales.
Experience in SLED markets, including some combination of state, county, and municipal governments; local law enforcement; first responders and emergency management; K–12; and universities.
Highly motivated and target driven, with a proven track record in sales growth and development.
Excellent selling, communication, and negotiation skills.
Relationship-management skills and the ability to build and extend productive business partnerships.
Strong technical and market knowledge in audiovisual and media technology, system integration, and distribution sales.
Effective listening skills and a professional telephone manner, with exceptional communication, interpersonal, and organizational skills.
Ability to articulate a value proposition.
Ability to build relationships with sales organizations and internal customers.
Excellent knowledge of MS Office and familiarity with CRM practices, such as SFDC or HubSpot.
Must be located in the United States and within a one-hour commute of a major U.S. metropolitan airport.
Ability to travel regularly throughout the United States and Canada.

Nice To Haves

Extensive selling experience as a vendor into VARs, VADs, MSPs, or DMRs.
An extensive personal network of contacts in ProAV markets, including VARs, VADs, DMRs, display manufacturers, and other relevant ProAV hardware vendors.
Experience handling an extensive East Coast sales and channel-partner territory.

Responsibilities

Work directly with channel partners and distributors to promote audiovisual product lines.
Drive demand and close deals directly and through partners, including leading VARs, MSPs, and distributors.
Develop sales plans with goals, strategies, deadlines, and metrics.
Drive demand through marketing efforts, including lead- and demand-generation campaigns and channel-partner training and enablement.
Partner with management to monitor and assess supply-chain management, support forecasting, and secure product availability.
Secure new reseller agreements with leading AV/IT or ProAV VARs by leveraging existing business, networks, and personal relationships.
Broaden the reseller network by targeting leading VAR, VAD, MSP, and DMR firms with marketing messages, promotions, sales enablement, direct solicitation, and other tactics.
Identify and execute new sales opportunities, including new markets, applications, verticals, geographies, and partnerships.
Provide technical support for new-business acquisition, including developing technology messaging and demonstrations and aligning product strategy.
Participate in industry events through presentations, speaking engagements, panel engagements, and other trade-show activities.