Channel BDE (Enterprise IT)

Virtual Technologies Group•Maumee, OH

10d•$90,000 - $120,000•Remote

About The Position

The Channel Business Development Executive/Account Manager will play a crucial role in driving revenue growth for VTG by identifying and pursuing new business opportunities nationwide. This is a high-activity, "hunter" role designed for individuals who thrive in a structured, performance-driven environment. Through strategic prospecting, lead generation, and relationship building, the Business Development Executive will contribute significantly to expanding our client base and will sell the full suite of VTG’s products and service offerings.

Requirements

Bachelor's degree in business, IT, or a related field.
3+ years of proven success in Channel Sales, Partner Management, or Business Development, specifically recruiting and managing IT channel partners.
Proven ability to work and thrive in an environment with defined activity expectations for outbound partner recruitment and engagement.
Strong understanding of IT services, including Managed Services, Cybersecurity, and Professional Services from a channel delivery perspective.
Excellent communication, presentation (including delivering training to partner reps), and negotiation skills.
Proficient in utilizing and updating CRM software (e.g., Salesforce) and Partner Relationship Management (PRM) portals to track activities and performance.

Nice To Haves

An existing Rolodex or strong network of active IT channel partners, VARs, or MSPs in the target territory.
Deep understanding of channel pricing models, partner profitability (margin/MRR), and deal registration frameworks.
Demonstrated success in a "sell-with" model, bridging the gap between partner sales teams and internal sales engineers.
Previous experience helping to scale or refine a channel partner program from the ground up.

Responsibilities

Maintain a consistent, high-volume cadence of outbound activity targeting potential channel partners (VARs, MSPs, Agents, and Systems Integrators).
Successfully convert prospective partners into signed, active, and engaged revenue contributors.
Drive deal registrations and consistently identify new channel-led sales opportunities to meet monthly and quarterly pipeline requirements.
Leverage industry channel events, conferences (e.g., Channel Partners, IT Nation), and online platforms to network and recruit new partners.
Conduct needs assessments for partners and deliver comprehensive enablement sessions so they can effectively pitch VTG’s solutions.
Deliver compelling co-branded presentations alongside partners to prospective end-users, showcasing VTG's value proposition.
Assist partners in negotiating and closing deals, ensuring mutually beneficial agreements that align with channel program guidelines.
Monitor industry trends and competitor channel programs to identify new market opportunities and keep our partner offerings competitive.
Build and maintain strong relationships with key decision-makers, owners, and sales reps at partner organizations.
Act as a trusted advisor to partners, providing expert guidance on how our IT solutions drive partner profitability and solve their clients' challenges.
Foster long-term relationships with partners through regular business reviews to ensure ongoing mindshare and consistent deal registrations.
Accurately track all partner recruitment activities, deal registrations, and pipeline stages within the CRM/PRM to provide transparent forecasting.
Prepare regular channel sales reports and partner performance presentations for management.
Analyze channel data to identify areas for improvement and optimize territory partner strategies.
Collaborate with internal teams, including channel marketing, sales engineering, and technical support, to ensure successful project delivery and partner satisfaction.
Share channel best practices, partner feedback, and competitive intelligence with other sales team members.