Strategic Channel Manager
About The Position
CBTS is seeking a Business Development Manager with a strategic channel mindset to join our TSD (Technology Solutions Distributor) go-to-market team. This role is responsible for cultivating agent and advisor relationships, building a self-sustaining channel pipeline, and driving net-new business within a territory east of Texas. The ideal candidate will proactively activate agents, enable advisors to confidently position CBTS, and develop trusted partner relationships that lead to a consistent book of business. While direct prospect engagement and lead conversion are part of the role, the primary focus is on leveraging the channel for growth.
Requirements
- 12-15 years of overall experience.
- 8+ years in a quota-carrying sales role.
- Direct, hands-on experience working within the TSD channel.
- Understanding of how technology agents and advisors operate, how supplier relationships are won and lost, and what it takes to be a preferred partner.
- Existing agent and advisor relationships in the territory are a meaningful advantage.
- Bachelor's degree in Business, Marketing, Sales, or a related field.
- Fluency in Salesforce, including pipeline management, forecasting, and agent attribution.
- Ability to run a high-volume channel without letting anything slip.
- Strong communication skills, with the ability to present CBTS value credibly to technology advisors and their CFOs.
Nice To Haves
- MBA preferred.
Responsibilities
- Serve as the primary channel point of contact for technology agents and advisors in the assigned territory, managing relationships with sub-agents and master agents (e.g., Intelisys, Avant, Telarus).
- Maintain visibility into agent activity, pipeline health, and competitive positioning within the assigned book of business.
- Own the full channel development cycle: identifying and prioritizing high-potential agents, enabling them on the CBTS portfolio, co-selling on active opportunities, and closing net-new business from identification through proposal, negotiation, and delivery handoff.
- Drive pipeline from multiple sources including TSD channel activity, outbound prospecting, inbound lead follow-up, and CRM-generated leads.
- Manage a high-volume, multi-stakeholder pipeline with attention to detail and momentum.
- Lead virtual discovery conversations, solution presentations, and deal-support calls directly with end-user prospects and in a co-sell capacity with agents.
- Analyze channel performance, buying signals, and competitive dynamics to strategically invest time and deepen agent relationships.
- Provide market intelligence to marketing and channel management to refine enablement, co-sell campaigns, and territory strategy.
- Maintain an up-to-date CRM with agent attribution, opportunity status, activity notes, pipeline forecasts, and channel-sourced revenue reporting.
Benefits
- Medical, dental, and vision insurance
- CBTS-sponsored life and disability insurance
- Retirement savings plan with 4% match
- Paid time off, including vacation, sick leave, and holidays
- Paid parental leave
- Tuition reimbursement
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
